The effect of supervisor bottom-line mentality and supervisory support on salesperson lone wolf tendencies–implications for turnover intention and performance

Abstract

ABSTRACT As contemporary business-to-business (B2B) sales organizations endeavor to reorganize into collaborative institutions where synergy and cooperation are valued, sales executives are faced with the challenge of managing salespeople who exhibit Lone Wolf Tendencies (LWT). Such salespeople have a strong preference for working alone and are resentful of collaborating with others. The present study examines the impact of supervisory support and supervisor bottom-line mentality on LWT in B2B salesforces and the resulting influence on turnover intention and outcome performance. Research questions are presented and tested with a sample of 264 B2B salespeople using structural equation modeling.