作为边界扳手的销售经理:角色理论分析

Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI:10.1080/08853134.1983.10754354

Steven Lysonski, Eugene M. Johnson

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引用次数: 39

摘要

摘要运用边界跨越理论和角色理论对销售经理的角色进行了考察。虽然我们确定了销售经理的边界跨越与角色冲突和角色模糊无关，但研究表明，销售经理的角色冲突和模糊与低工作满意度、高工作紧张、低感知绩效和更大的离职倾向有关。这些研究结果对销售管理具有重要的启示意义。

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The Sales Manager As a Boundary Spanner: A Role Theory Analysis

AbstractBoundary spanning and role theory were used to examine the sales manager's role. Although it was determined that a sales manager's boundary spanning is not associated with role conflict and role ambiguity, it was shown that a sales manager's role conflict and ambiguity are associated with low job satisfaction, high job-related tension, low perceived performance, and greater propensity to leave. These research results have important implications for sales management.

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Journal of Personal Selling and Sales Management

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