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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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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DOI: https://doi.org/10.1007/BF02723262