A Model Depicting Salespeople's Perceptions

Abstract

This study develops a model that consolidates knowledge involving salespeople's perceptions of their sales manager's behavior with knowledge relating to other perceptions and intentions. Relationships tested in the model indicate that the sales manager's behavior drives salespeople's attitude, lessens their perceptions of job stress, strengthens their attachment to the organization, and inhibits their desire to withdraw. Several suggestions are drawn from the results to enhance salespeople's attachment to the selling organization and retention. The findings indicate that senior sales management needs to strongly consider increasing efforts devoted to selecting, training, and supporting first-line sales managers.