The moderating effect of managers' leadership behavior on salespeople's self-efficacy
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DOI: 10.1016/j.jretconser.2017.09.010
Abstract: The authors develop a conceptual framework depicting relationships between salespeople's self-efficacy and customer response (defined as satisfaction, word-of-mouth, loyalty and cross-selling) as moderated by two dimensions of manager leadership behavior. The conceptual framework hypothesized that… read more here.
Keywords: leadership; self efficacy; salespeople self; leadership behavior ... See more keywords