Journal article
How do sales managers perceive their roles?
Journal of managerial issues, Vol.11(4), pp.406-426
01 Dec 1999
Abstract
According to the sales management literature, sales managers are presumed to have different role orientations than other organizational members at similar hierarchical levels. Determining whether these purported varying role orientations are indeed accurate is of crucial importance because of its implications for the training and development of sales managers. Consequently, in order to verify empirically whether perceived role orientations of sales managers differ across organizational levels, data were drawn from a national sample of sales managers. The findings suggest that sales managers at different hierarchical levels cannot be viewed as a homogeneous group possessing similar perceived role orientations.
Metrics
2 Record Views
Details
- Title
- How do sales managers perceive their roles?
- Creators
- Rajiv MehtaRolph AndersonKhalid DubasAlan DubinskySandra Liu
- Publication Details
- Journal of managerial issues, Vol.11(4), pp.406-426
- Publisher
- Pittsburg State University, Department of Economics
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- [Retired Faculty]
- Identifiers
- 991019295301904721