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An integrated model of sales managers’ communication practices

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Abstract

Drawing from several diverse streams of research, the authors develop the rationale and empirical background for considering the role of sales manager communication practices. Using a multifaceted conceptualization of communication as its base, the study justifies, proposes, and evaluates a model describing the relations among sales managers’ communication practices and salesperson ambiguity, satisfaction, performance, and commitment. The results support the hypothesized model and suggest that sales manager communication practices are associated with these important salesperson job outcomes.

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Author information

Authors and Affiliations

  1. University of North Carolina at Wilmington, Wilmington, USA

    Mark C. Johlke

  2. Texas Tech University, Texas, USA

    Dale F. Duhan, Roy D. Howell & Robert W. Wilkes

Authors
  1. Mark C. Johlke
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  2. Dale F. Duhan
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  3. Roy D. Howell
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  4. Robert W. Wilkes
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Additional information

Mark C. Johlke is an assistant professor of marketing in the Cameron School of Business at the University of North Carolina at Wilmington, Wilmington, North Carolina.

Dale F. Duhan is an associate professor of marketing and director of International Bussiness Programs in the College of Business Administration at Texas University, Lubbock, Texas.

Roy D. Howell is dean of the College of Business Administration at Texas Tech University, Lubbock, Texas.

Robert W. Wilkes is the United Supermarkets professor of marketing and marketing area coordinator in the College of Business Administration at Texas Tech University, Lubbock, Texas.

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Johlke, M.C., Duhan, D.F., Howell, R.D. et al. An integrated model of sales managers’ communication practices. J. of the Acad. Mark. Sci. 28, 263–277 (2000). https://doi.org/10.1177/0092070300282007

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