Examination of Selected Precursors and Outcomes of Sales Manager Behaviors

A model is proposed and tested that represents how salespeople perceive and respond to their sales managers’ behaviors. Tests of the model indicated that salespeople’s perceptions of their managers ’ behaviors influenced their satisfaction with the sales manager but not their overall satisfaction with the job. A direct implication of the adjusted model was that sales managers need to be trained to exert positive behaviors and establish consistent reinforcements for positive behaviors in order to develop a favorable working relationship. However, the company more so than the sales manager was viewed as responsible for providing a climate that facilitates learning. A learning-oriented climate facilitated both self-efficacy beliefs and overall job satisfaction of salespeople. Satisfied salespeople were likely to intend to remain with the company