TY - JOUR
AU - Rich, Gregory A.
AB - 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.
TI - The sales manager as a Role model: Effects on trust, job satisfaction, and performance of salespeople
JF - Journal of the Academy of Marketing Science
DO - 10.1177/0092070397254004
DA - 1997-09-01
UR - https://www.deepdyve.com/lp/springer-journals/the-sales-manager-as-a-role-model-effects-on-trust-job-satisfaction-SreWOt0mer
SP - 319
EP - 328
VL - 25
IS - 4
DP - DeepDyve
ER -