Does Relational Demography Matter in a Personal Selling Context

McNeilly, Kevin M.; Russ, Frederick A.
September 2000
Journal of Personal Selling & Sales Management;Fall2000, Vol. 20 Issue 4, p279
Academic Journal
The impact of demographic differences between sales reps and their managers is explored using data gathered from 340 manager-rep dyads. Education and gender differences between sales reps and managers, but not age differences, are shown to affect sales reps' role stress, organizational attachment, and perceptions of opportunities for advancement, as well as managers' ratings of the reps' performance. Study results support findings of previous research addressing relational demography and the similarity-attraction paradigm. The chief divergence of this study is that it depicts the role of frequency of contact between sales rep and manager in the link between demographic similarity and several outcome variables.


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