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September 10, 2025Journal of Accounting and Finance in Emerging EconomiesOpen Access

Esoteric Story of the Relationship between Transformational Leadership Style of the Field Managers and Salespersons’ Performance: Evidence from the Pharmaceutical Sector

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Authors

FKFaheem Ahmed KhanKarachi Medical and Dental CollegeMQMuhammad Umer QuddoosBahauddin Zakariya UniversityAAAmmara AkramBahauddin Zakariya University

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Implication

Quantitative study highlights transformational leadership's impact on salespersons' performance, suggesting engagement is key.

Key Points

  • Transformational leadership positively influences salespersons' performance in pharmaceutical firms.
  • Results supported five out of seven hypotheses, showing significant relationships with sales performance.
  • A quantitative and cross-sectional study utilized data from 350 salespeople across 20 pharmaceutical firms.
  • Findings advance the understanding of leadership and sales management within the pharmaceutical sector.

Cite This Study

Khan et al. (2025) studied this question.

synapsesocial.com/papers/68c1ad6354b1d3bfb60e59bdhttps://doi.org/10.26710/jafee.v11i2.3378
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