A model of sales supervisor leadership behavior and retail salespeople’s job-related outcomes

This paper reports the results of a study that explored a causal model of sales supervisor “leadership behavior” and seven job-related outcomes of retail salespeople

Ron Hampton

2007

Scholarcy highlights

  • Retail salespeople play an important role in a retailer’s marketing mix, yet little empirical research has examined how retail managers might assist sales personnel in the performance of their jobs
  • This paper reports the results of a study that explored a causal model of sales supervisor “leadership behavior” and seven job-related outcomes of retail salespeople
  • Bush. 1978. “Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave”.Journal of Marketing Research 15: 438–448

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