A model of sales supervisor leadership behavior and retail salespeople’s job-related outcomes
Ron Hampton, Alan J. Dubinsky, Steven J. Skinner
Journal of the Academy of Marketing Science · 1986 · Volume 14 · Issue 3
Abstract
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. Implications for retailers and researchers are provided.
Keywords
Organizational Commitment, Apply Psychology, Role Conflict, Leadership Behavior, Role Ambiguity
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