Tbe effect of vertical exchange relationships on the performance attributions and subsequent actions of sales managers

Article Abstract:

This study examines the type of relationship that exists between the sales manager and subordinate (vertical exchange status), and its impact on the sales manager's attributions about the subordinate performance, as well as subsequent responses to the subordinate. Results indicate that cadres may receive preferential consideration in explaining their performance, which then impacts the sales manager's response to the salesperson. The findings imply that sales managers should be careful in assigning attributions for performance by both cadre and hired hand salespersons. (Reprinted by permission of the publisher.)

Sales management

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Territory assignment decisions and supervising unethical selling behavior: the effects of obesity and gender as moderated by job-related factors

Article Abstract:

The results of this study which used sales managers in the United States as subjects indicate that obese salespeople are considered less fit for challenging sales territories and may be discriminated against in assignment decisions. Interestingly, a job which included little face-to-face contact with customers (inside telephone sales) did offset the effects of obesity. Obese salespeople are also disciplined more harshly for breaches of ethical conduct. (Reprinted by permission of the publisher.)

Work environment, Sex roles, Supervision of employees, Employee supervision, Sex role in the work environment, Discrimination against overweight persons, Overweight persons discrimination

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