A preferred style of sales management

The purpose of this study was to test a previously published theoretical model concerning four basic styles of sales management behavior. The results provided empirical support for the dominant-warm sales management style.

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Bibliographic Details
Published inIndustrial marketing management Vol. 15; no. 3; pp. 215 - 223
Main Authors Hite, Robert E., Bellizzi, Joseph A.
Format Journal Article
LanguageEnglish
Published New York Elsevier Inc 01.08.1986
Elsevier North-Holland
Elsevier Sequoia S.A
Subjects
Management
Management styles
Organizational behavior
Questionnaires
Sales management
Sales managers
Salespeople
Studies
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Summary:The purpose of this study was to test a previously published theoretical model concerning four basic styles of sales management behavior. The results provided empirical support for the dominant-warm sales management style.
ISSN:0019-8501
1873-2062
DOI:10.1016/0019-8501(86)90031-3