Sales manager's type of leadership and its effect on innovativeness and firm performance : as seen in the evidence of large food & beverages fast moving consumer goods (FMCG) companies in Indonesia

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Hutabarat, Jonathan Achmad (2024) Sales manager's type of leadership and its effect on innovativeness and firm performance : as seen in the evidence of large food & beverages fast moving consumer goods (FMCG) companies in Indonesia. Graduate thesis, Sekolah Tinggi Manajemen IPMI.

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Abstract

In the dynamic landscape of the food and beverage Fast-Moving consumer goods (F&B FMCG) sector in Indonesia, the role of sales managers as leaders in fostering organizational innovativeness and enhancing firm performance is of paramount importance. This study addresses a notable research gap by investigating the leadership styles of sales managers within this context and their profound effects on organizational innovativeness and firm performance. Drawing from primary data collected through structured questionnaires, this research evaluates the influence of two leadership styles, namely transformational leadership (TL) and transactional leadership (TRL), on organizational innovativeness and firm performance. The findings reveal significant insight. Transformational leadership demonstrates a positive relationship with organizational innovativeness, affirming its role in inspiring innovation within large-sized F&B FMCG enterprises. Similarly, transactional leadership exhibits a substantial positive impact on organizational innovativeness, supporting the notion that effective transactional leadership strategies can enhance innovation in response to competitive challenges. Furthermore, the study underscores the pivotal role of organizational innovativeness in driving firm performance, with strong and statistically significant relationship observed. However, a noteworthy paradox arises when examining the influence of leadership styles on firm performance. While transactional leadership significantly affects firm performance, it does so negatively. In light of these findings, organizations are encouraged to adopt a balanced approach to leadership, recognizing that transformational leadership fosters innovation and engagement, while transactional leadership's potentially counterproductive aspects need careful management. Investment in leadership development programs that equip leaders with the skills to inspire and empower learns is recommended for long-term success in the F&B FMCG sector in Indonesia.

Item Type: Thesis (Graduate)
Subjects: H Social Sciences > H Social Sciences (General)
Divisions: Thesis > Master of Business Administration
Depositing User: Dwi Selviyana
Date Deposited: 11 Jul 2024 09:14
Last Modified: 11 Jul 2024 09:14
URI: http://repository.ipmi.ac.id/id/eprint/2526

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