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- Publisher
- Springer Journals
- Copyright
- 1986 Academy of Marketing Science
- ISSN
- 0092-0703
- eISSN
- 1552-7824
- DOI
- 10.1007/BF02723262
- Publisher site
- See Article on Publisher Site
Abstract
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.
Journal
Journal of the Academy of Marketing Science – Springer Journals
Published: Sep 1, 1986