An investigation of path-goal leadership theory and its impact on intrachannel conflict and satisfaction

Article Abstract:

This path-analytic study examined the relationships among channel members' perceptions of dimensions representing channel leader behavior, channel conflict and satisfaction. In doing so, the path-goal theory of leadership is tested in a franchise channel of distribution. The results indicate that both the consideration and the initiating structure dimensions of leader behavior significantly influence franchisees' satisfaction with the franchise arrangement. As defined in the theory, these relationships were found to be mediated by the existing level of conflict being experienced by franchisees. Causal linkages are also found between intrachannel conflict and satisfaction. Specific recommendations are provided to franchisors and other channel leaders. (Reprinted by permission of the publisher.)

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A path-analytic study of a model of salesperson performance

Article Abstract:

The sales management function can be aided by the use of a salesperson performance model. The study supports several hypothesized relationships. However, information is given on role conflict construct or past work and on the work motivation construct. The elements of the research favor the examination of new variables (like job involvement), and provide disappointing, though useful, results for the efficacy of self-regulation as a determinant of job performance and role perceptions.

Employee performance appraisals, Sales management, Performance appraisals, Sales personnel, Salespeople, Job analysis

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

Article 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. (Reprinted by permission of the publisher.)

Human resource management, Retail industry, Retail trade, Supervision of employees, Employee supervision

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