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Sales Managers’ Motivation to Coach Salespeople: An exploration using expectancy theory

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References

1991Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction332 cited
1974Expectancy Theory Predictions of Salesmen's Performance260 cited
2004Toward a Profession of Coaching: Sixty-Five Years of Progress and Challenges for the Future161 cited
2006Coaching at the heart of managerial effectiveness: A cross-cultural study of managerial behaviours151 cited
1987The manager's role as coach and mentor145 cited
2004Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China130 cited
2008Behavioural indicators of ineffective managerial coaching119 cited
2008Manager Coaching Skills: Development and Application62 cited

Cited by

2018Promoting frontline employee customer orientation in China: a replication and a comparison19 cited
2022Managerial coaching and sales performance: the influence of salesforce approaches and organisational demands16 cited
2020The effect of customer orientation coaching on employee’s individual performance and financial and non-financial performance14 cited
2013Coaching in the Workplace11 cited
2011The Conclusions Middle Managers Draw from their Beliefs about Organisational Coaching and their Coaching Practices8 cited
2015Aplicação de coaching em empresas: um metaestudo sobre e evolução das pesquisas em um periódico internacional especializado

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3 cited

2021Kinerja Karyawan PT IPA Abong Wonosobo1 cited