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When does trust matter? Antecedents and contingent effects of supervisee trust on performance in selling new products in China and the United States
A study investigates the dual roles of sales controls and supervisor behaviors as antecedents of salespeople's belief in the benevolence of the supervisor. The study then examines these antecedents as moderators of the relationship between supervisee trust and sales performance in the context of selling new products. Data on field salespeople from high-technology firms in China and the US suggest that factors such as supervisor accessibility engender supervisee trust but do not necessarily enhance its impact on sales performance. In the Chinese sample, supervisee trust enhances sales performance when output control is adopted, when the supervisor has a high level of achievement orientation style, and when the salesperson has higher role ambiguity. Further, the results suggest that the supervisee trust-sales performance relationship is negative when supervisor accessibility is high.Printed Journal
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | American Marketing Association., |
|---|---|
| Edisi | - |
| Subjek | Personal selling Statistical analysis Management styles Cross cultural studies Salespeople Supervisors Effects Professional relationships |
| ISBN/ISSN | 222429 |
| Klasifikasi | - |
| Deskripsi Fisik | - |
| Info Detail Spesifik | - |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas | Tidak Ada Data |