Abstract
Based upon the empirical and theoretical literature, a model of the relationship between sales supervision and salesforce job satisfaction is developed and empirically tested. The model hypothesizes that salesmen will experience greater job satisfaction when they receive more performance feedback and more opportunity to participate in their supervisor’s decision making processes, and when they have supervisors who are high on consideration and initiation of structure. In addition, because of recent empiriqal evidence suggesting a possible consideration/initiation of structure interaction effect on job satisfaction, a hypothesized interaction effect was examined in this study. The results suggest the provision of performance feedback is an important predictor of job satisfaction. Furthermore, the results indicate the sales supervisor’s consideration and initiation of structure are related to the salesman’s satisfaction with certain aspects of the job. Participation and consideration/initiation of structure interaction were not found to be significant predictors of salesforce job satisfaction.
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Teas, R.K., Horrell, J.F. (2015). An Empirical Analysis of the Relationship Between Sales Supervisory Behavior and Salesforce Job Satisfaction. In: Bellur, V. (eds) Marketing Horizons: A 1980's Perspective. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-10966-4_17
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DOI: https://doi.org/10.1007/978-3-319-10966-4_17
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