A Cross National Example of Supervisory Management Practices in the Sales Force

DeCarlo, Thomas E.; Rody, Raymond C.; DeCarlo, James E.
January 1999
Journal of Personal Selling & Sales Management;Winter99, Vol. 19 Issue 1, p1
Academic Journal
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


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