An Integrated Model of Sales Managers' Communication Practices

Mark C Johlke, Dale Duhan, Roy Howell, Robert Wilkes

Research output: Contribution to journalArticlepeer-review


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
JournalJournal of the Academy of Marketing Science
StatePublished - 2000


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