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| Tekijä: | McNeilly, K. Lawson, M. |
| Otsikko: | Navigating through rough waters: the importance of trust in managing sales representatives in time of change |
| Lehti: | Industrial Marketing Management
1999 : JAN, VOL. 28:1, p. 37-50 |
| Asiasana: | INDUSTRIAL MARKETING MANAGEMENT SALESPEOPLE |
| Kieli: | eng |
| Tiivistelmä: | Companies are in the midst of transition, either because of downsizing to reduce costs or re-engineering to improve quality; and the salesforce is a key component in these changes. This study examines the impact of sales representatives' relationships with their managers during times of change. The results suggest that representatives with greater trust in the sales manager are more accepting of the anticipated changes, especially in the longer run. |
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