TY - JOUR
AU1 - Pullins, Ellen Bolman
AU2 - Fine, Leslie M.
AU3 - Warren, Wendy L.
AB - There has been a high level of interest in the sales management practitioner literature in mentoring, but very little is known about peer mentoring relationships between more experienced and less experienced salespeople. Sales organizations that wish to initiate or encourage peer mentoring relationships must identify those salespeople who are both able and willing to mentor less experienced salespeople. The results of an exploratory study to identify mentors in an industrial sales force are reported. The authors find that job experience, job satisfaction, a measure of interpersonal competence, and role conflict are associated with willingness to mentor; interpersonal competence and role conflict are associated with ability to mentor. Results are discussed and opportunities for future research are offered.
TI - Identifying peer mentors in the sales force: An exploratory investigation of willingness and ability
JF - Journal of the Academy of Marketing Science
DO - 10.1177/0092070396242003
DA - 1996-03-01
UR - https://www.deepdyve.com/lp/springer-journals/identifying-peer-mentors-in-the-sales-force-an-exploratory-W1zc6OWSJX
SP - 125
EP - 136
VL - 24
IS - 2
DP - DeepDyve
ER -