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Journal of the Academy of Marketing Science
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Psychological Climate, Empowerment, Leadership Style, and Customer-Oriented Selling: An Analysis of the Sales Manager–Salesperson Dyad

Craig A. Martin

Western Kentucky University

Alan J. Bush

University of Memphis

This study examined antecedents and performancerelated consequences of customer-oriented selling. The antecedents include sales managers' leadership styles, psychological empowerment, and the psychological climates of organizations. Data were gathered on two separate performance outcome measures. Responses from 106 sales managers and 313 sales representatives were analyzed. The results indicate that transformational leadership, empowerment, and specific components of the psychological climate are important predictors of customeroriented selling.

Key Words: sales management • customer-oriented selling • empowerment • leadership style • psychological climate

Journal of the Academy of Marketing Science, Vol. 34, No. 3, 419-438 (2006)
DOI: 10.1177/0092070306286205
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