| This descriptive correlational study tested for defined patterns of leadership behaviors and characteristics for each of Dalton and Thompson's (1986) four career stages. The leadership framework used for this study was Sashkin's (1995) Visionary Leadership Theory. This research built on the work of Palmer (1998) by refining the study from one that examined leadership at the gross cluster level—transactional leadership behaviors, transformational leadership behaviors, and transformational leadership characteristics—to one that is oriented towards identifying finely defined leadership patterns across the ten leadership scales. Leadership was measured using The Leadership Profile (Sashkin, 1995) and career stage was determined through the use of the Four Stage Career Assessment Survey (Novations, 1998). The sample consisted of a sales management team and a random sample of the sales force within a pharmaceutical company. A total of 109 subjects received survey packets; the response rate was 72%. Career stage I was not represented in the sample and career stage IV was under represented (n = 3) and therefore not analyzed. The main hypothesis was supported for the two career stages investigated in this study. That is, for career stages II and III, distinct patterns of leadership behaviors and characteristics emerged. However, the four sub-hypotheses were not supported. In addition, the findings provide valuable insights into factors that contribute to career stage transitions and leadership development. The findings, implications, and recommendations for future research are discussed. |
