The Sales Manager's Bases of Social Power and Influence upon the Sales Force
Journal of MarketingPublished 1 April 1980
Paul Busch
Citations54
SJR quartileQ1
SJR score13.39
SNIP5.22
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Abstract
The relationships between the sales manager's social power bases and the salesperson's satisfaction with supervision, role clarity, and propensity to leave the organization are empirically analyzed. In addition, the influence of the salesperson's sex, age, and time on the job upon the sales manager-salesperson power relationship is explored.
Keywords
Social Sciences
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