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A Model Of Sales Supervisor Leadership Behavior And Retail Salespeople's Job-Related Outcomes:

R. Hampton, A. Dubinsky, S. Skinner
Published 1986 · Business

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Retail salespeople play an important role in a retailer’s marketing mix, yet little empirical research has examined how retail managers might assist sales personnel in the performance of their jobs. This paper reports the results of a study that explored a causal model of sales supervisor “leadership behavior” and seven job-related outcomes of retail salespeople. Implications for retailers and researchers are provided.
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