Access the full text.
Sign up today, get DeepDyve free for 14 days.
R. Morgan, S. Hunt (1994)
The Commitment-Trust Theory of Relationship MarketingJournal of Marketing, 58
K. Jöreskog, D. Sörbom (1997)
Lisrel 8: User's Reference Guide
R. Teas, J. Wacker, R. Hughes (1979)
A Path Analysis of Causes and Consequences of Salespeople's Perceptions of Role ClarityJournal of Marketing Research, 16
J. Kouzes, B. Posner (1987)
The Leadership Challenge: How To Get Extraordinary Things Done in Organizations. First Edition. The Jossey-Bass Management Series.
Philip Posdakoff, Scott MacKenzie (1994)
Organizational Citizenship Behaviors and Sales Unit EffectivenessJournal of Marketing Research, 31
A. Bryman (1987)
The generalizability of implicit leadership theoryJournal of Social Psychology, 127
H. Marsh, J. Balla, R. Mcdonald (1988)
Goodness-of-fit indexes in confirmatory factor analysis : The effect of sample sizePsychological Bulletin, 103
Gilbert Churchill (1979)
A Paradigm for Developing Better Measures of Marketing ConstructsJournal of Marketing Research, 16
L. Tucker, C. Lewis (1973)
A reliability coefficient for maximum likelihood factor analysisPsychometrika, 38
J. Hair, Rolph Anderson, Ronald Tatham, W. Black (1995)
Multivariate data analysis (4th ed.): with readings
A. Bandura (1977)
Social learning theoryCanadian Journal of Sociology-cahiers Canadiens De Sociologie, 2
Donald P. Schwab, L. L. Cummings, B. M. Staw (1980)
Construct Validity in Organizational BehaviorResearch in Organizational Behavior. Vol. 2
Alan J. Dubinsky, Francis J. Yammarino, Marvin A. Jolson, William D. Spangler (1995)
Transformational Leadership: An Initial Investigation in Sales ManagementJournal of Personal Selling and Sales Management, 15
Scott B. MacKenzie, Philip M. Podsakoff, Richard Fetter (1993)
The Impact of Organizational Behavior on Evaluations of Salesperson PerformanceJournal of Marketing, 57
James Anderson, D. Gerbing (1988)
STRUCTURAL EQUATION MODELING IN PRACTICE: A REVIEW AND RECOMMENDED TWO-STEP APPROACHPsychological Bulletin, 103
Laura Petersen, K. Corcoran, Daniel Baitch (1995)
High Performance Sales Organizations: Achieving Competitive Advantage in the Global Marketplace
James W. Driscoll (1978)
Trust and Participation in Organizational Decision Making as Predictors of SatisfactionAcademy of Management Journal, 21
A. Bandura (1985)
Social Foundations of Thought and Action: A Social Cognitive Theory
Frank Pacetta, Roger Gittines (1994)
Don't Fire Them, Fire Them Up: A Maverick's Guide to Motivating Yourself and Your Team
J. Rotter (1967)
A new scale for the measurement of interpersonal trust.Journal of personality, 35 4
Scott MacKenzie, P. Podsakoff, Richard Fetter (1991)
Organizational citizenship behavior and objective productivity as determinants of managerial evaluations of salespersons' performanceOrganizational Behavior and Human Decision Processes, 50
R. Lord, John Binning, M. Rush, Jay Thomas (1978)
The effect of performance cues and leader behavior on questionnaire ratings of leadership behaviorOrganizational Behavior and Human Performance, 21
P. Podsakoff, Scott MacKenzie, R. Moorman, Richard Fetter (1990)
Transformational leader behaviors and their effects on followers' trust in leader, satisfaction, and organizational citizenship behaviorsLeadership Quarterly, 1
P. Podsakoff (1982)
Determinants of a Supervisor's use of rewards and punishmens: A literature review and suggestions for further research☆☆☆Organizational Behavior and Human Performance, 29
P. Bentler (1990)
Comparative fit indexes in structural models.Psychological bulletin, 107 2
E. Locke (1976)
The nature and causes of job satisfaction
D. Organ (1988)
Organizational citizenship behavior: The good soldier syndrome.Administrative Science Quarterly, 33
R. House, B. Shamir (1993)
Toward the integration of transformational, charismatic, and visionary theories.
B. Skinner (1991)
Behavior of Organisms
R. Sitgreaves (1979)
Psychometric theory (2nd ed.).Psyccritiques, 24
J. Hunt, L. Larson (1977)
Leadership : the cutting edge : a symposium held at Southern Illinois University, Carbondale, October 27-28, 1976
Steven Brown, R. Peterson (1993)
ANTECEDENTS AND CONSEQUENCES OF SALESPERSON JOB SATISFACTION: META ANALYSIS AND ASSESSMENT OF CAUSAL EFFECTSJournal of Marketing Research, 30
A. Bryman (1993)
Charisma And Leadership In Organizations
Scott MacKenzie, P. Podsakoff, Richard Fetter (1993)
The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson PerformanceJournal of Marketing, 57
C. Fornell, D. Larcker (1981)
Evaluating structural equation models with unobservable variables and measurement error.Journal of Marketing Research, 18
Dennis Gioia, H. Sims (1985)
On Avoiding the Influence of Implicit Leadership Theories in Leader Behavior DescriptionsEducational and Psychological Measurement, 45
Robert J. House, J. G. Hunt, L. L. Larson (1977)
A 1976 Theory of Charismatic LeadershipLeadership: The Cutting Edge
David Strutton, Lou E. Pelton, James R. Lumpkin (1993)
The Relationship Between Psychological Climate and Salesperson-Sales Manager Trust in Sales OrganizationsJournal of Personal Selling and Sales Management, 13
R. Arnold (1987)
Leaders: The Strategies for Taking Charge. By Warren Bennis and Burt Nanus. New York: Harper and Row, 1985NASSP Bulletin, 71
J. Hair (1972)
Multivariate data analysisInternational Statistical Review, 40
Gilbert Churchill, Neil Ford, Steven Hartley, O. Walker (1985)
The determinants of salesperson performance: A meta-analysis.Journal of Marketing Research, 22
Rosemary R. Lagace (1991)
An Exploratory Study of Reciprocal Trust Between Sales Managers and SalespersonsJournal of Personal Selling and Sales Management, 11
C. Schriesheim, Kathleen Powers, T. Scandura, Claudia Gardiner, Melenie Lankau (1993)
Improving Construct Measurement In Management Research: Comments and a Quantitative Approach for Assessing the Theoretical Content Adequacy of Paper-and-Pencil Survey-Type InstrumentsJournal of Management, 19
Ajay Kohli (1985)
Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self- Esteem, Job Satisfaction, and MotivationJournal of Marketing Research, 22
Arthur Bragg (1988)
Are Good Salespeople Born or Made?Sales & Marketing Management, 140
Harish Sujan, Barton A. Weitz, Mita Sujan (1988)
Increasing Sales Productivity by Getting Salespeople to Work SmarterJournal of Personal Selling and Sales Management, 8
R. Wood, A. Bandura (1989)
Social Cognitive Theory of Organizational ManagementAcademy of Management Review, 14
R. Kenneth Teas, John G. Wacker, R. Eugene Hughes (1979)
A Path Analysis of Causes and Consequences of Salespeople’s Perception of Role ClarityJournal of Marketing Research, 16
J. Sgro, P. Worchel, Earl Pence, J. Orban (1980)
PERCEIVED LEADER BEHAVIOR AS A FUNCTION OF THE LEADER'S INTERPERSONAL TRUST ORIENTATIONAcademy of Management Journal, 23
C. Moorman, G. Zaltman, Rohit Deshpandé (1992)
Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between OrganizationsJournal of Marketing Research, 29
Thomas Decarlo, T. Leigh (1996)
Impact of Salesperson Attraction on Sales Managers’ Attributions and FeedbackJournal of Marketing, 60
K. Bollen (1989)
Structural Equations with Latent Variables
C. Cammann, Mark Fichman, G. Jenkins, J. Klesh, Klesh, G. Jenkins (1983)
Assessing the attitudes and perceptions of organizational members
William Darden, R. Bagozzi (1980)
Causal Models in MarketingJournal of Marketing Research, 18
Philip M. Podsakoff, Scott B. MacKenzie (1994)
Organizational Citizenship Behavior and Sales Unit EffectivenessJournal of Marketing Research, 31
J. P. Campbell, M. D. Dunnette, L. M. Hough (1990)
Modeling the Performance of Industrial SalespersonsHandbook of Industrial and Organizational Psychology: Vol. 1
Bernard Jaworski, Ajay Kohli (1991)
Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and SatisfactionJournal of Marketing Research, 28
J. Conger, R. Kanungo (1987)
Toward a Behavioral Theory of Charismatic Leadership in Organizational SettingsAcademy of Management Review, 12
W. Bennis, B. Nanus (1985)
Leaders: Strategies for Taking Charge
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 of the Academy of Marketing Science – Springer Journals
Published: Sep 1, 1997
Keywords: Confirmatory Factor Analysis; Transformational Leader; Social Cognitive Theory; Organizational Citizenship Behavior; Leader Behavior
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.