Closeness of supervision and salesperson work outcomes: An alternate perspective

Abstract

Researchers in sales management have given considerable attention to the influence that closeness of supervision has on sales personnel. Findings from previous investigations, however, tend to be inconsistent and inconclusive regarding the relationship between closeness of supervision and salesperson work outcomes. A possible reason for the incompatible findings may be that prior research generally has focused on the perceived level of supervisory closeness, not the nature of that closeness. This paper reports results of a study that explored both the level and nature of closeness of sales supervision. Operationalization was based on the degree of active involvement sales managers have with their salespeople expressed in terms of differing leadership styles. Findings reveal that highly active involvement with salespeople generally has a more favorable impact on work outcomes of sales subordinates than inactive or moderately active involvement. Managerial and research implications of the results also are offered.