Abstract
In the last few decades, the world of personal selling and sales management changed dramatically; turbulence and rapid change challenged salespersons and sales managers to proactively respond to a more complex sales environment, and to an increased demand to collaborate with customers and colleagues (Ingram 2004; Ingram et al. 2005).
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2016 The Academy of Marketing Science
About this paper
Cite this paper
Pousa, C., Mathieu, A. (2016). Differential Effects of Supervisory Coaching and Leader Member Exchange on Salesperson’s Behavior and Performance. In: Groza, M., Ragland, C. (eds) Marketing Challenges in a Turbulent Business Environment. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-19428-8_17
Download citation
DOI: https://doi.org/10.1007/978-3-319-19428-8_17
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-19427-1
Online ISBN: 978-3-319-19428-8
eBook Packages: Business and ManagementBusiness and Management (R0)