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The sales manager as a Role model: Effects on trust, job satisfaction, and performance of salespeople

The sales manager as a Role model: Effects on trust, job satisfaction, and performance of... This study develops a conceptual framework that relates role-modeling behavior of sales managers to a set of key outcome variables and assesses the validity of the framework using a cross-sectional sample of salespeople and sales managers drawn from a variety of business-to-business sales organizations. Findings indicate that salespeople’s perceptions of their managers’ role-modeling behavior relate positively to trust in the sales manager and relate indirectly, through trust, to both job satisfaction and overall performance of salespeople. The study provides empirical validity for practitioner suggestions that sales managers should lead by example, and thus should provide a model of the behavior managers desire their salespeople to enact. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of the Academy of Marketing Science Springer Journals

The sales manager as a Role model: Effects on trust, job satisfaction, and performance of salespeople

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References (59)

Publisher
Springer Journals
Copyright
Copyright © Academy of Marketing Science 1997
Subject
Economics / Management Science; Business/Management Science, general; Marketing; Social Sciences, general
ISSN
0092-0703
eISSN
1552-7824
DOI
10.1177/0092070397254004
Publisher site
See Article on Publisher Site

Abstract

This study develops a conceptual framework that relates role-modeling behavior of sales managers to a set of key outcome variables and assesses the validity of the framework using a cross-sectional sample of salespeople and sales managers drawn from a variety of business-to-business sales organizations. Findings indicate that salespeople’s perceptions of their managers’ role-modeling behavior relate positively to trust in the sales manager and relate indirectly, through trust, to both job satisfaction and overall performance of salespeople. The study provides empirical validity for practitioner suggestions that sales managers should lead by example, and thus should provide a model of the behavior managers desire their salespeople to enact.

Journal

Journal of the Academy of Marketing ScienceSpringer Journals

Published: Sep 1, 1997

Keywords: Confirmatory Factor Analysis; Transformational Leader; Social Cognitive Theory; Organizational Citizenship Behavior; Leader Behavior

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