A cross national example of supervisory management practices in the sales force

Article Abstract:

The present study examines the relationships of perceptual congruence of management behavior and its effects on salesperson job satisfaction and effort. The data for this study was based on sales manager and salesperson evaluations of one another. In addition, we extend this study to a cross-cultural examination of U.S. and Australian sales forces. The survey findings suggest salesperson leadership perceptual congruence is an important antecedent to job satisfaction and effort. The results also indicate significant differences between Australian and U.S. sales personnel. Implications for research and practice are developed which recognize the importance of perceived differences of leadership perceptual congruence on intrinsic and extrinsic job satisfaction and effort for sales personnel in both countries. (Reprinted by permission of the publisher.)

Sales Force Training & Management, International aspects, Sales management, Supervisors, Supervision of employees, Employee supervision

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Sales coordination: an exploratory study

Article Abstract:

The increasing adoption of key-account sales programs, and the allied emphasis on team selling to multilocation accounts, makes coordinating the efforts of different salespeople calling on the same account an important task for marketing and sales managers. But little research has been done concerning the dimensions of such coordination, the factors that aid or inhibit it, or what managers can do to improve sales coordination. This paper provides a preliminary framework for considering these issues, presents findings from research designed to investigate salespeople's perceptions of factors affecting sales coordination, and makes suggestions for future research. (Reprinted by permission of the publishers.)

Work groups, Teamwork (Workplace)

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Comment on 'antecedents of performance and satisfaction in a service sales force as compared to an industrial sales force

Article Abstract:

Two studies, Hafer and McCuen (1985) and Bagozzi (1978), that examined the relationship of sales performance to job satisfaction are compared. The questions asked in this comparison include: whether the industrial force (in Bagozzi's study) and the insurance salespeople (in Hafer's study) came from one population or two, the appropriateness of the variables and measures for the two sales forces, and possible flaws in methodology. The differences between the industrial and insurance salespeople are explored and it is pointed out that many relations were confirmed despite so many contaminants.

Case studies, Evaluation, Insurance agents, Manufacturers' agents, Manufacturers' representatives

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