Leader-member exchange: antecedents and consequences of the cadre and the hired hand

Article Abstract:

Castleberry and Tanner (1986) introduced the Leader-Member Exchange (LMX) conceptually into the sales literature. This study evaluates the scale with 189 salespeople using LMX-7 investigating its reliability, dimensionality and convergent and discriminant validity. MANOVAS were run to determine different variables which may differentiate the "cadre" from the "hired-hand". Demographics, personality traits, and outcome variables were investigated. The results support the use of LMX for future research and offer practitioners ample "food for thought". (Reprinted by permission of the publisher.)

Leadership, Castleberry, S.B., Tanner, J.F., Jr.

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Career path charting: a framework for sales force evaluation

Article Abstract:

The authors compare several approaches to the evaluation of field salespeople to see if an improved analytical framework can be created. Based on performance data from 56 industrial salespeople, results suggest sales increase with experience and with the number of customer calls. The findings also provide support for the sales force career cycle and a new multi-attribute performance matrix. The use of a matrix approach allows mangers to review and compare the accomplishments of the sales force along several dimensions at the same time. (Reprinted by permission of the publisher.)

Employee performance appraisals, Performance appraisals

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