An integrated model of sales managers’ communication practices
Mark C. Johlke, Dale F. Duhan, Roy D. Howell, Robert W. Wilkes
Journal of the Academy of Marketing Science · 2000 · Volume 28 · Issue 2
Abstract
Drawing from several diverse streams of research, the authors develop the rationale and empirical background for considering the role of sales manager communication practices. Using a multifaceted conceptualization of communication as its base, the study justifies, proposes, and evaluates a model describing the relations among sales managers’ communication practices and salesperson ambiguity, satisfaction, performance, and commitment. The results support the hypothesized model and suggest that sales manager communication practices are associated with these important salesperson job outcomes.
Keywords
Organizational Commitment, Standardize Root Mean Square Resid, Communication Practice, Sales Manager, Role Ambiguity
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