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The author investigates the effects of supervisory initiation of structure and consideration on salespeople who differ in their specific self-esteem, need for clarity, sales experience, and self-perceived performance. The study findings indicate that specific self-esteem, experience, and self-perceived performance moderate the effects of supervisory behaviors on salespeople. These findings suggest that sales managers should engage in “adaptive supervision” in working with salespeople.
Ajay K. Kohli (Sun,) studied this question.
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