Effects of Supervisory Behavior: The Role of Individual Differences among Salespeople
研究了监督者的结构发起和关怀行为对不同自尊、清晰度需求、销售经验和自我感知绩效的销售人员的影响，发现这些个体差异会调节监督行为的效果，建议销售经理采取适应性监督。
The author investigates the effects of supervisory initiation of structure and consideration on salespeople who differ in their specific self-esteem, need for clarity, sales experience, and self-perceived performance. The study findings indicate that specific self-esteem, experience, and self-perceived performance moderate the effects of supervisory behaviors on salespeople. These findings suggest that sales managers should engage in “adaptive supervision” in working with salespeople.