Abstract
Peer mentoring occurs in a sales force when a more experienced salesperson (mentor) takes responsibility for the development and guidance of a less experienced salesperson (protégé). Few studies have examined how this work relationship affects the mentor. This study explores the relationships between the mentoring activities performed by the mentor and the benefits that are achieved for the mentor. Data was collected from real estate salespeople who indicated they were serving as mentors. The exploratory findings demonstrate that the different activities performed by a mentor could affect the benefits received by the mentor. For example, providing a protégé with exposure to others in the organization rejuvenates the mentor's career and improves some aspects of the mentor's satisfaction. Helping the protégé with his or her selling skills has a positive impact on several aspects of the mentor's own performance. Results help explain why an experienced salesperson might choose to mentor.
Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
