Inks, Scott
March 2003
Journal of Personal Selling & Sales Management;Spring2003, Vol. 23 Issue 2, p173
Academic Journal
The article presents the abstracts of papers presented at the 2003 National Conference in Sales Management, held from April 10-12, 2003 in Cincinnati, Ohio. "Using Transformational Leadership to Influence Customer Trust" develops a series of propositions to explain how transformational leadership might be used to influence salespeople's development of customer trust. "Antecedents and Outcomes of Salesperson Perceived Organizational Support" describes and investigates the role of a specific form of social support, perceived organizational support (POS), in potentially alleviating salesperson role stress and improving desirable job outcomes. "Behaviors, Trust, and Sales Effectiveness in a Retail Setting" examines the linkage between the quality of the behaviors salespeople do, the perception of trust on the part of the buyer or prospect, and the buyer/prospects evaluation of the performance of the salesperson in the context of automotive retailing. "A New Model for Measuring Salespeople's Performance" presents a model of salesperson's performance from the perspective of met buyer needs.


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