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Contents
A New Paradigm: Entrepreneurial Leadership
Lloyd W. Fernald, Jr., George T. Solomon, and Ayman Tarabishy...........................1
The Southern Business Review is published semi-annually, in spring and fall, by the College of Business Administration, Georgia Southern
University, Statesboro, Georgia 30460. The annual subscription rate for the SBR is $12.00 domestic and $15.00 international. The SBR does not
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The information and conclusions presented in the SBR are those of the authors and do not necessarily reflect those of the Office of Publications
& Faculty Research Services, College of Business Administration, or Georgia Southern University. The authors assume such responsibility.
Copyright 2005, College of Business Administration, Georgia Southern University. Third-class postage paid at Statesboro, Georgia 30458.
A New Paradigm:
Entrepreneurial Leadership
Table 1
Characteristics of Entrepreneurs and Leaders*
Visionary (29)
*Cites for these characteristics may be obtained from the authors.
Entrepreneur Leader
Able to motivate 3 15
Achievement orientated 15 7
Creative 10 5
Flexible 2 6
Patient 1 3
Persistent 3 2
Risk-taker 24 6
Visionary 6 29
Table 1
Implications of the Sales Technologist
Organizational Implications
Organizational support from upper management needed
Challenges in measuring outcome performance
Managerial blending of technologies with other organizational
tactics and strategies
Managerial Implications
Must continuously educate and re-retrain employees of seller and
buyer in technologies
Impact on traditional monitoring (outcome versus behaviors based)
Inter-departmental educational responsibilities
Ability to move between positions and/or between companies
Technology provides a common connection point and mechanism
for communication within the selling organization and externally
with the buying organization
d. Developing and showing support of other people (e.g., 219 4.1 370 6.9
employees, staff, faculty, alumni, etc.)
e. Showing confidence and support for my boss 286 5.4 425 8.0
* The “Sum Total” was calculated by adding all individual rankings of the 53 deans. The “Mean” was
calculated by dividing the “Sum Total” by the number of deans responding (N = 53).
Table 2
Influence Methods
l. Threatening 12 9 12 8