IMPROVING RETAIL SALES TEAM PERFORMANCE WITH MANAGERIAL COACHING THROUGH TRANSFORMATIONAL LEADERSHIP

Oliver Price, Department of Business Administration, Keiser University, West Palm Beach, Florida, U.S.A.

Published in

JOURNAL OF INTERNATIONAL MANAGEMENT STUDIES
Volume 24, Issue 1, p70-81, December 2024

ABSTRACT

The researcher presents a comprehensive investigation into the impact of managerial coaching abilities on employee performance, emphasizing the mediating role of transformational leadership. The research integrates various leadership and coaching theories, including Situational Leadership Theory by Paul Hersey and Ken Blanchard, the Self-Determination Theory by Edward Deci and Richard Ryan, the GROW coaching model established by Sir John Whitmore, and the Coaching Cycle inspired by Graham Gibbs' Reflective Cycle. A detailed analysis reveals that adaptive leadership styles aligned with team maturity levels, when combined with intrinsic motivation principles from Self-Determination Theory, significantly enhance employee performance outcomes. This research underscores the importance of effective coaching in improving key performance indicators within organizations, suggesting that organizations can achieve better results by fostering an environment where managerial coaching is prioritized alongside transformational leadership practices.

Keywords

managerial coaching; transformational leadership; situational leadership theory; self-determination theory; GROW coaching model; coaching cycle.


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