Open AccessThe Influence Of Real Estate Sales Managers Supervisory Behaviors On The Role Clarity And Job Satisfaction Of Real Estate Salespeople
Author(s) -
James B. DeConinck,
Baird A. Brock
Publication year - 2011
Publication title -
journal of applied business research
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.149
H-Index - 22
eISSN - 2157-8834
pISSN - 0892-7626
DOI - 10.19030/jabr.v9i3.6049
Subject(s) - clarity , real estate , business , job satisfaction , marketing , psychology , finance , social psychology , biochemistry , chemistry
This study examined the influence of the sales managers supervisory style on the role clarity and job satisfaction of a group of full-time real estate salespeople. The results show that the salespersons self-esteem, need for role clarity, experience, and self-perceived performance moderate the relationship between supervisory behavior and salespeoples job attitudes. Real estate salespeople have more positive job attitudes when the sales manager is supportive of their behavior rather than when the sales manager tries to structure their jobs.