Vol. 9 No. 2 (2021): Business & Management Studies: An International Journal
Articles

The effect of leadership and talent development programs on performance: A research on retail sales representatives

Egemen Ünal
Phd. Student, Gebze Technical University
Oya Erdil
Prof. Dr., Gebze Teknik University
Hüseyin İnce
Prof. Dr., Gebze Technical University

Published 2021-06-25

Keywords

  • Liderlik, Eğitim Değerlendirme, Görev Performansı, Nesnel Performans, Bağlamsal Performans
  • Leadership,
  • Training Evaluation,
  • Task Performance,
  • Contextual Performance,
  • Objective Performance

How to Cite

Ünal, E., Erdil, O., & İnce, H. (2021). The effect of leadership and talent development programs on performance: A research on retail sales representatives. Business & Management Studies: An International Journal, 9(2), 603-624. https://doi.org/10.15295/bmij.v9i2.1808

Abstract

This study aims to examine the effects of leadership behaviours and talent development programs on the perceived (subjective) and objective performance of sales representatives. At the same time, the relationship between the task and non-task dimension of performance and objective performance is also examined. The data collection process was carried out in two different periods, three months apart. A total of 269 sales employees of a fashion retail firm operating in Turkey who have successfully related talent development training participated in the study. In the research, various surveys in which employees rate themselves, supervisors rate employees and employees rate supervisors were applied through computer-based systems. According to the research findings, both task-oriented and relationship-oriented leadership behaviours and training activities positively affect performance. However, when it comes to objective performance, this effect is only valid for training activities. In addition, a moderate correlation was found between objective performance and task performance, and a weak correlation with objective performance and contextual performance. Therefore, practitioners can rely on training and development activities to positively influence the objective performance of employees. In addition, positive developments in employees' organizational citizenship behaviours can be achieved through relationship-oriented leadership behaviours. The study aims to reveal a unique contribution by evaluating the relationship of leadership behaviours and all levels of training evaluation with different types of performance in a single study.

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