TITLE

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

AUTHOR(S)
Piercy, Nigel F.; Cravens, David W.; Lane, Nikala
PUB. DATE
January 2001
SOURCE
Journal of Personal Selling & Sales Management;Winter2001, Vol. 21 Issue 1, p39
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
4386248

 

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