A model of sales supervisor leadership behavior and retail salespeople’s job-related outcomes
Journal of the Academy of Marketing SciencePublished 1 September 1986
Ron Hampton, Alan J. Dubinsky, Steven J. Skinner
Citations70
SJR quartileQ1
SJR score6.90
SNIP4.39
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Abstract
Retail salespeople play an important role in a retailer's marketing mix, yet little empirical research has examined how retail managers might assist sales personnel in the performance of their jobs. This paper reports the results of a study that explored a causal model of sales supervisor "leadership behavior" and seven job-related outcomes of retail salespeople. Implications for retailers and researchers are provided.
Keywords
Business, Management and Accounting
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