How is Your Boss? Impact of Transformational Leadership Behavior of Manager on Customers’ Selling Orientation-Special Reference to Corporate Banking Sector in Sri Lanka

Abstract

Selling is paramount important in marketing and considered as a lifeblood in marketing. Customer oriented selling plays a vital role in this regards .On the other hand, managers need transformational leadership behavior to manage sales staff. This study aims to integrate the concept of customer orientation and transformational leadership of a manager by conceptualizing the concepts in Sri Lankan corporate banking sector. Responses were gathered via a questionnaire survey from a sample of 100 managers  and 100 customer relationship officers(CRO). The results provide evidence for the significant relationship between transformational leadership of a manager and  their customer orientation.

Key Words-Transformational Leadership, Customer Orientation selling Orientation (SOCO),Customer Relationship Officer(CRO),Sri Lanka