Supervisory Antecedents to the Customer Orientation and Job Satisfaction of Salespeople: An Empirical Investigation

This study attempted to identify the relationships of various supervisory behaviors on customer orientation, work related expectancies, and job satisfaction of salespeople. Customer orientation and job satisfaction were also investigated as to how they impact the performance of salespeople. Contrary to @R21, when arbitrary and punitive supervisory behaviors increased, salespeople’s customer orientation and job satisfaction decreased. Discussion of this finding and direction for future research follows.