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A model of sales supervisor leadership behavior and retail salespeople’s job-related outcomes

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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.

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Authors and Affiliations

  1. University of Nebraska, Nebraska, USA

    Ron Hampton

  2. University of Minnesota, Minnesota, USA

    Alan J. Dubinsky

  3. University of Kentucky, Kentucky, USA

    Steven J. Skinner

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  1. Ron Hampton
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  2. Alan J. Dubinsky
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Hampton, R., Dubinsky, A.J. & Skinner, S.J. A model of sales supervisor leadership behavior and retail salespeople’s job-related outcomes. JAMS 14, 33–43 (1986). https://doi.org/10.1007/BF02723262

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