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| Author: | Rich, G. A. |
| Title: | The Sales Manager as a Role Model: Effects on Trust, Job Satisfaction, and Performance of Salespeople |
| Journal: | Journal of the Academy of Marketing Science
1997 : Vol. 25:4, p. 319-328 |
| Index terms: | JOB SATISFACTION SALES MANAGEMENT ROLES |
| Language: | eng |
| 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 frame-work 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, 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. |
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