Leadership Practices in Sales Managers Associated with the Self-Efficacy, Role Clarity, and Job Satisfaction of Individual Industrial Salespeople

Shoemaker, Mary E.
September 1999
Journal of Personal Selling & Sales Management;Fall99, Vol. 19 Issue 4, p1
Academic Journal
This study examines the use of Kouzes and Posner's (1987) model of leadership practices by first line sales managers. This research explores key salesperson job perceptions of self-efficacy, role clarity, and job satisfaction in a sample of industrial field salespeople. Regression results indicate that all five practices are significantly associated with job satisfaction. Inspiring a Shared Vision, Enabling Others to Act, Modeling the Way, and Encouraging the Heart are also associated with role clarity. No significant relationship with any leadership practices and self-efficacy were found.


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