Digital Commons Network^™

Can Managers Use Handheld Technologies To Support Salespeople?, Francine K. Schlosser

Odette School of Business Publications

Purpose – The purpose of this paper is to propose that sales managers use mobile technologies in the working environment to communicate and supportively monitor sales person performance. Design/methodology/approach – A model of supervisor monitoring using mobile technologies is conceptualized that specifies the types of behaviours that promote high-quality working relationships, how mobile technologies increase the likelihood of work-to-nonwork role spill-over that may damage the relationship and why perceptions of supervisor fairness are critical. The paper concludes by presenting strategies for testing hypotheses and for researching mobile technology use by sales managers using qualitative and quantitative methods. Findings – Mobile …