Differential Effects of Supervisory Coaching and Leader Member Exchange on Salesperson’s Behavior and Performance

Claudio Pousa, Anne Mathieu
  • January 2016, Springer Science + Business Media
  • DOI: 10.1007/978-3-319-19428-8_17

What is it about?

Sales managers have to lead sales forces to be more customer oriented and more responsive to market needs, achieving high performance at the same time. In order to do this, sales managers have to use more complex leadership models, that combine relational behaviours like leader member exchange and coaching. A combination of these two managerial behaviours (LMX and managerial coaching) have more impact on salesperson relational outcomes and performance than any of the two managerial behaviours alone.

Why is it important?

This is probably the first study that test the combined effects of LMX and managerial coaching at the same time, and found support to the idea that sales managers have to use both behaviours complementary.

Perspectives

Claudio Pousa
Lakehead University

We are at a point in sales management research where we need to develop more complex and complete sales leadership models, more adapted to the challenges of the 21st century. This study suggests that the combination of LMX and coaching is one solution to these challenges.

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http://dx.doi.org/10.1007/978-3-319-19428-8_17

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