Leader-Member Exchange: Antecedents and Consequences of the Cadre and Hired Hand

Castleberry and Tanner (1986) introduced Leader-Member Exchange (LMX) conceptually into the sale literature. This study evaluates the scale with 189 salespeople using LMX-7 investigating its reliability, dimensionality and convergent and discriminant validity. MANOVAS were run to determine different variables which may differentiate the “cadre” from the “hired-hand.” Demographics, personality traits, and outcome variables were investigated. The results support the use of LMX for future research and offer practitioners ample “food for thought.”