The sales manager as a Role model: Effects on trust, job satisfaction, and performance of salespeople
- Cite this article as:
- Rich, G.A. J. of the Acad. Mark. Sci. (1997) 25: 319. doi:10.1177/0092070397254004
This study develops a conceptual framework that relates role-modeling behavior of sales managers to a set of key outcome variables and assesses the validity of the framework using a cross-sectional sample of salespeople and sales managers drawn from a variety of business-to-business sales organizations. Findings indicate that salespeople’s perceptions of their managers’ role-modeling behavior relate positively to trust in the sales manager and relate indirectly, through trust, to both job satisfaction and overall performance of salespeople. The study provides empirical validity for practitioner suggestions that sales managers should lead by example, and thus should provide a model of the behavior managers desire their salespeople to enact.