TITLE

Supervisory Orientations and Salesperson Work Outcomes: The Moderating Effect of Salesperson Location

AUTHOR(S)
Challagalla, Goutam; Shervani, Tasadduq; Huber, George
PUB. DATE
June 2000
SOURCE
Journal of Personal Selling & Sales Management;Summer2000, Vol. 20 Issue 3, p161
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Although a growing number of companies have salespeople stationed at a Bite other than their supervisors' (i.e., are remotely located), relatively little attention has been paid in the literature to the differences between managing co-and remote located salespeople. Accordingly, we teat the moderating effect of salesperson location on the relationships between three supervisory orientations�output, activity, and capability�and salesperson satisfaction with supervisor and performance. The results show that salesperson location moderates the relationship between supervisory activity orientation and satisfaction such that activity orientation has a positive effect on the satisfaction of remote located salespeople, but a negative effect on the satisfaction of co-located salespeople. We find that end-results orientation is positively related to the satisfaction of co-located salespeople but not of remote located salespeople. Finally, supervisory capability orientation is positively linked to the performance of co-located salespeople but not of remote located salespeople. The results provide guidance for sales managers about how to structure their interactions with remote and proximally close salespeople.
ACCESSION #
3644918

 

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