Coaching has been identified as one of the most important influences in Sales Management. So far, scientific research has addressed its research with a mechanistic view, considering simple models and a limited number of variables which do not reflect the inner complexity of a multi-level,...

Lying is pervading organizations and has a high economic and social toll. Lying among salespeople can be particularly dangerous, as they are at the boundaries of the organization and can affect many organizational outcomes. Traditionally, control systems have been used to reduce information...

Purpose The impact of managerial coaching on frontline employee performance has received initial support in literature in recent years. However, no studies have explored if this impact should vary according to the career stage that the employee is in. If an interaction effect exists, then...

Purpose – The purpose of this paper is to investigate to what extent bank manager's coaching, a managerial relationship behavior based on mutual trust, openness and quality of exchanges, affects front-line employee's performance through the mediating effect of salesperson's customer...

Purpose: The purpose of this paper is to test the influence of managerial coaching on frontline employee customer orientation, sales orientation and performance in a Chinese context. Further to this first goal, the authors also aim to compare these results with those obtained with a sample of...

Purpose: The purpose of the study is to test the effect of relationship managerial behavior (i.e. managerial coaching) on frontline employee performance (i.e. sales performance) and the mediating effect of employee's relationship behaviors (i.e. customer orientation and adaptive selling) in a...