An integrated model of sales managers' communication practices

Mark C. Johlke, Dale F. Duhan, Roy D. Howell, Robert W. Wilkes

Research output: Contribution to journalArticle

56 Scopus citations

Abstract

Drawing from several diverse streams of research, the authors develop the rationale and empirical background for considering the role of sales manager communication practices. Using a multifaceted conceptualization of communication as its base, the study justifies, proposes, and evaluates a model describing the relations among sales managers' communication practices and salesperson ambiguity, satisfaction, performance, and commitment. The results support the hypothesized model and suggest that sales manager communication practices are associated with these important salesperson job outcomes.

Original languageEnglish
Pages (from-to)263-277
Number of pages15
JournalJournal of the Academy of Marketing Science
Volume28
Issue number2
DOIs
StatePublished - 2000

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