TY - JOUR
T1 - An integrated model of sales managers' communication practices
AU - Johlke, Mark C.
AU - Duhan, Dale F.
AU - Howell, Roy D.
AU - Wilkes, Robert W.
PY - 2000
Y1 - 2000
N2 - 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.
AB - 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.
UR - http://www.scopus.com/inward/record.url?scp=23044517904&partnerID=8YFLogxK
U2 - 10.1177/0092070300282007
DO - 10.1177/0092070300282007
M3 - Article
AN - SCOPUS:23044517904
VL - 28
SP - 263
EP - 277
JO - Journal of the Academy of Marketing Science
JF - Journal of the Academy of Marketing Science
SN - 0092-0703
IS - 2
ER -