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Salesperson Perceptions - An Examination Of Sales Manager Leadership And Salesperson Engagement, Marleen Pope

Doctor of Business Administration Dissertations

Employee engagement is vital to organizations because of its relationship with performance and retention. Specifically, salespeople, as boundary spanners, pose unique challenges to organizations. To date, the literature has given limited attention to salesperson engagement. This study explores the assertion that managers are the primary source of employee disengagement by examining the perceptions salespeople have of their sales manager and how their perceptions influence salesperson engagement. Salesperson perceptions are the focus of this study because what one perceives is one’s reality.

Job-Demands Resource (J-DR) theory was used as the theoretical framework to investigate the relationships in the proposed model. First, …