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When Should Sales Managers Get Involved In Their Salesteams' Transactions, Daniel E. Chavez
When Should Sales Managers Get Involved In Their Salesteams' Transactions, Daniel E. Chavez
Theses and Dissertations--Marketing and Supply Chain
The existing literature on sales teams explores various aspects of team members and their effects on sales performance. The literature on sales management has described how managers can promote better results from salespeople. The question at the intersection of these two streams of literature – if managers should be part of sales teams -- has not been addressed and is what we explore. Using data from a Fortune 1,000 firm that operates automotive service stores across the US we test these effects. The data presents a natural experiment as sales teams with different compositions are assigned randomly to the customers. …