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Field sales manager scrutiny in the digital age: LMX meets Big Brother
| Content Provider | Semantic Scholar |
|---|---|
| Author | Vecchio, Susan Del |
| Copyright Year | 2017 |
| Abstract | Sales managers today can leverage technology to achieve unprecedented levels of monitoring. While this is a relatively new tool for field sales, the ability to electronically monitor employee performance has been studied in other more traditional work settings. Thus this research integrates two fields of research: Electronic Performance Monitoring and sales force automation. Based on this integration proposals are offered and tested. The effect of this newfound level of surveillance is significant when the psychological contract between salesperson and manager has been breached. The pattern of findings may suggest a solid working relationship between salesperson and manager can ameliorate any possible negative effects of this enhanced scrutiny. |
| File Format | PDF HTM / HTML |
| Alternate Webpage(s) | https://businessperspectives.org/journals?args%5B0%5D=0&element=e46cdb75-ca7e-4c69-97ee-741acaab6046&format=raw&item_id=4502&method=download&task=callelement |
| Alternate Webpage(s) | https://businessperspectives.org/images/pdf/applications/publishing/templates/article/assets/4502/im_en_2012_01_DelVecchio.pdf |
| Volume Number | 8 |
| Language | English |
| Access Restriction | Open |
| Content Type | Text |
| Resource Type | Article |
