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Leadership style, salesperson's work effort and job performance : the influence of power distance

Mulki, Jay P.; Caemmerer, Barbara; Heggde, Githa S. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 1, pp. 3-22

Persistent link: https://www.econbiz.de/10010503897

The two minds of the buyer : the difference in expectations and perceptions towards sales personnel in turbulent market contexts

Kuhnle, Jennifer C.; Caemmerer, Barbara; Mulki, Jay P. - In: Journal of customer behaviour 11 (2012) 2, pp. 167-179

Persistent link: https://www.econbiz.de/10009664024

Consequences of managerial indecisiveness

Caemmerer, Barbara; Goerne, Jobst; Mulki, Jay P. - In: International Journal of Bank Marketing 39 (2021) 6, pp. 1025-1045

Purpose: In a banking context, this study applies uncertainty management theory (UMT) to test the impact of managerial indecisiveness on salespersons' trust in their manager, perceived role ambiguity and turnover intentions. In addition, the moderating role of managers' leadership style on the...

Persistent link: https://www.econbiz.de/10012539708

The two minds of the buyer: The difference in expectations and perceptions towards sales personnel in turbulent market contexts

Kuhnle, Jennifer C.; Caemmerer, Barbara; Mulki, Jay - In: Journal of customer behaviour 11 (2012) 2, pp. 167-180

Persistent link: https://www.econbiz.de/10010037430