The quality of sales manager: salesperson exchanges perspective under problem resolution conditions

Nick J. Lee; John W. Cadogan; Geoffrey R. Durden; Vijaya Thyil

The quality of sales manager: salesperson exchanges perspective under problem resolution conditions

Nick J. Lee, John W. Cadogan, Geoffrey R. Durden, Vijaya Thyil

Research output: Unpublished contribution to conference › Unpublished Conference Paper › peer-review

Abstract

Building on social exchange theory and qualitative inquiry, managerial responsiveness, caring, and aggressiveness were uncovered as three key social exchange dimensions used by sales managers when dealing with problem situations in the salesforce. We used Australian data to develop measures of these three constructs. Results of the development process indicate that the measures show good validity. Further to this, we also provide examination of the relationship of the three exchange dimensions with key organizational outcomes. Overall the findings suggest that the three constructs are important in sales manager problem resolution exchanges, and that they may ultimately influence the success of sales organizations.

Original language	English
Number of pages	7
Publication status	Published - 2004
Event	Australian and New Zealand Marketing Academy Conference 2004 - Wellington, New Zealand Duration: 4 Dec 2004 → 6 Dec 2004

Conference

Conference	Australian and New Zealand Marketing Academy Conference 2004
Abbreviated title	ANZMAC
Country/Territory	New Zealand
City	Wellington
Period	4/12/04 → 6/12/04

Bibliographical note

Keywords

sales management
measurement
social exchange
problem resolution

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The quality of sales manager
© 2004 The Authors
Accepted author manuscript, 133 KB

Cite this

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title = "The quality of sales manager: salesperson exchanges perspective under problem resolution conditions",

abstract = "Building on social exchange theory and qualitative inquiry, managerial responsiveness, caring, and aggressiveness were uncovered as three key social exchange dimensions used by sales managers when dealing with problem situations in the salesforce. We used Australian data to develop measures of these three constructs. Results of the development process indicate that the measures show good validity. Further to this, we also provide examination of the relationship of the three exchange dimensions with key organizational outcomes. Overall the findings suggest that the three constructs are important in sales manager problem resolution exchanges, and that they may ultimately influence the success of sales organizations.",

keywords = "sales management, measurement, social exchange, problem resolution",

author = "Lee, {Nick J.} and Cadogan, {John W.} and Durden, {Geoffrey R.} and Vijaya Thyil",

note = "{\textcopyright} 2004 The Authors; Australian and New Zealand Marketing Academy Conference 2004, ANZMAC ; Conference date: 04-12-2004 Through 06-12-2004",

year = "2004",

language = "English",

}

The quality of sales manager: salesperson exchanges perspective under problem resolution conditions. / Lee, Nick J.; Cadogan, John W.; Durden, Geoffrey R. et al.
2004. Paper presented at Australian and New Zealand Marketing Academy Conference 2004, Wellington, New Zealand.

Research output: Unpublished contribution to conference › Unpublished Conference Paper › peer-review

TY - CONF

T1 - The quality of sales manager

T2 - Australian and New Zealand Marketing Academy Conference 2004

AU - Lee, Nick J.

AU - Cadogan, John W.

AU - Durden, Geoffrey R.

AU - Thyil, Vijaya

PY - 2004

Y1 - 2004

N2 - Building on social exchange theory and qualitative inquiry, managerial responsiveness, caring, and aggressiveness were uncovered as three key social exchange dimensions used by sales managers when dealing with problem situations in the salesforce. We used Australian data to develop measures of these three constructs. Results of the development process indicate that the measures show good validity. Further to this, we also provide examination of the relationship of the three exchange dimensions with key organizational outcomes. Overall the findings suggest that the three constructs are important in sales manager problem resolution exchanges, and that they may ultimately influence the success of sales organizations.

AB - Building on social exchange theory and qualitative inquiry, managerial responsiveness, caring, and aggressiveness were uncovered as three key social exchange dimensions used by sales managers when dealing with problem situations in the salesforce. We used Australian data to develop measures of these three constructs. Results of the development process indicate that the measures show good validity. Further to this, we also provide examination of the relationship of the three exchange dimensions with key organizational outcomes. Overall the findings suggest that the three constructs are important in sales manager problem resolution exchanges, and that they may ultimately influence the success of sales organizations.

KW - sales management

KW - measurement

KW - social exchange

KW - problem resolution

M3 - Unpublished Conference Paper

Y2 - 4 December 2004 through 6 December 2004

ER -

The quality of sales manager: salesperson exchanges perspective under problem resolution conditions

Abstract

Conference

Bibliographical note

Keywords

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Cite this