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Sales leadership icons and models: How comic book superheroes would make great sales leaders

Author

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  • Rapp, Adam
  • Ogilvie, Jessica
  • Bachrach, Daniel G.

Abstract

Developing strong leadership within the organization is one of the most valuable pursuits any firm can undertake. Considering the many demands on the resources of leaders, developmental opportunities must be efficient and effective to truly impact leadership ability. Comic books and their role in storytelling can offer unique insights regarding core leadership characteristics underlying great sales leadership and act as a tool for growth in leadership capabilities. With the recent explosion in superhero awareness through blockbuster movie releases and increased comic book readership, this article presents a series of leadership characteristics and their embodiment within superheroes. A list of top sales leader qualities from a panel of practicing sales professionals is first provided. Specific examples of these leadership qualities as evidenced by a particular superhero are then offered. These examples are solicited from a panel of superhero subject matter experts and yield insight into how managers can use superhero narratives as a learning tool. We summarize the findings from our research and propose specific managerial challenges and actionable recommendations offered by the exemplars we review.

Suggested Citation

  • Rapp, Adam & Ogilvie, Jessica & Bachrach, Daniel G., 2015. "Sales leadership icons and models: How comic book superheroes would make great sales leaders," Business Horizons, Elsevier, vol. 58(3), pages 261-274.
    • Handle: RePEc:eee:bushor:v:58:y:2015:i:3:p:261-274
    DOI: 10.1016/j.bushor.2015.01.007
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    References listed on IDEAS

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    1. Palanski, Michael E. & Yammarino, Francis J., 2007. "Integrity and Leadership:: Clearing the Conceptual Confusion," European Management Journal, Elsevier, vol. 25(3), pages 171-184, June.
    2. James, Camille H. & Minnis, William C., 2004. "Organizational storytelling: It makes sense," Business Horizons, Elsevier, vol. 47(4), pages 23-32.
    3. Sims Jr., Henry P. & Faraj, Samer & Yun, Seokhwa, 2009. "When should a leader be directive or empowering? How to develop your own situational theory of leadership," Business Horizons, Elsevier, vol. 52(2), pages 149-158.
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    Cited by:

    1. Vishag Badrinarayanan & Indu Ramachandran & Sreedhar Madhavaram, 2019. "Mirroring the Boss: Ethical Leadership, Emulation Intentions, and Salesperson Performance," Journal of Business Ethics, Springer, vol. 159(3), pages 897-912, October.
    2. Michela Addis & Gabriele Troilo, 2016. "Humanizing a Superhero: An Empirical Test in the Comic Books Industry," International Business Research, Canadian Center of Science and Education, vol. 9(11), pages 189-200, November.

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