Sales Manager Behavior Control Strategy and Its Consequences: The Impact of Gender Differences

Piercy, Nigel F.; Cravens, David W.; Lane, Nikala
January 2001
Journal of Personal Selling & Sales Management;Winter2001, Vol. 21 Issue 1, p39
Academic Journal
Researchers have only recently focused attention on the importance of sales manager gender. Our study examines manager gender differences relative to behavior-based approaches to sales management control, and the consequences in salesperson attitudes, job stress, and work outcomes. Findings suggest that female field sales managers employ higher levels of behavior-control than males. Teams led by female managers display different and favorable attitudes, stress characteristics and work outcomes to those managed by male executives.


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