Work

The Role of Trust in Salesperson—Sales Manager Relationships

Year: 2000

Type: article

Abstract: Leader-Member Exchange Theory (LMX) offers a way to better understand nuances of the salesperson-sales manager relationship. The study reported here employs leader-member exchange theory to evaluate how sales employees develop trust with their managers. Findings show that salespeople's perceptions of procedural justice positively influence salespeople's commitment to the organization, and thereby their satisfaction with the job. Suggestions are provided concerning how sales organizations can train managers to manage consistently and thereby build trust and commitment in salespeople.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.2000.10754247

Authors: Karen E. Flaherty, James M. Pappas

Institution: University of Massachusetts Amherst

Language: English

Topic: Job Satisfaction and Organizational Behavior

Subfield: Organizational Behavior and Human Resource Management

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W1542305677

FWCI: 8.11

Cites: 45

Cited by: 187

Related to: 10