Journal ArticleDOI
Salespeople satisfaction and performance feedback
R. Kenneth Teas,James F. Horrell +1 more
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TLDR
In this paper, a model of the relationship between sales supervision and salesforce job satisfaction is developed and tested, and it is shown that salespeople will experience greater job satisfaction when they receive more performance feedback and more opportunity to participate in their supervisor's decision making processes and when they have supervisors who are high on consideration and initiation of structure.About:
This article is published in Industrial Marketing Management.The article was published on 1981-02-01. It has received 57 citations till now. The article focuses on the topics: Job attitude & Job satisfaction.read more
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Transformational and transactional leadership and salesperson performance
TL;DR: In this article, the authors examined the impact of transformational and transactional leader behaviors on the sales performance and organizational citizenship behaviors of salespeople, as well as the mediating role played by trust and role ambiguity in that process.
Journal ArticleDOI
Relationship marketing and distribution channels
Barton A. Weitz,Sandy D. Jap +1 more
TL;DR: In this paper, the authors identify several factors leading to this change of interest, propose a scheme for classifying channel relationship research based on control mechanisms, and suggest areas for future research involving the use of contractual and normative control mechanisms in conventional channel relationships.
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Impact of leadership style and emotions on subordinate performance
TL;DR: In this article, the authors examined whether the emotions of frustration and optimism mediate, fully or partially, the relationship between leadership style and subordinate performance in the context of structural equation modeling and found that the effect of transformational leadership style on performance is significant, but indirect.
Journal ArticleDOI
Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction:
TL;DR: In this article, a fourfold typology of supervisory feedback is developed by crossing the locus of feedback (output vs. behavior) with the valence of feedback provided to salespeople.
Journal ArticleDOI
Transformational Leadership: An Initial Investigation in Sales Management
TL;DR: This article found that a transactional approach may be preferable to a transformational style for enhancing salespeople's affective and behavioral responses for improving salesperson's employability and satisfaction with their jobs.
References
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Book
Applied multiple regression/correlation analysis for the behavioral sciences
TL;DR: In this article, the Mathematical Basis for Multiple Regression/Correlation and Identification of the Inverse Matrix Elements is presented. But it does not address the problem of missing data.
Journal ArticleDOI
A Path-Goal Theory of Leader Effectiveness
TL;DR: In this article, an explanation of the effects of leader behavior on subordinate satisfaction, motivation, and performance is presented, derived from a path-goal theory of motivation, which specifies some of the situational moderators on which the effect of specific leader behaviors are contingent.
Journal ArticleDOI
Leader behavior: Its description and measurement.
Ralph M. Stogdill,Alvin E. Coons +1 more
The Job Diagnostic Survey: An Instrument for the Diagnosis of Jobs and the Evaluation of Job Redesign Projects
J. R Hackman,Greg R. Oldham +1 more
TL;DR: The Job Diagnostic Survey (JDS) as discussed by the authors is an instrument designed to measure the following three classes of variables: (1) the objective characteristics of jobs, particularly the degree to which jobs are designed so that they enhance the internal work motivation and the job satisfaction of people who do them; (2) the personal affective reactions of individuals to their jobs and to the broader work setting; and (3) the readiness of individual to respond positively to 'enriched' jobs.