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

Rosemary R. Lagace

89 citations0/0 files storedJournal of Personal Selling and Sales Management

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Abstract

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.”

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References

2026Childhood and Society 1979The Social Psychology of Organizations.1977Handbook of Industrial and Organizational Psychology.1963Social Behavior: Its Elementary Forms 1967A new scale for the measurement of interpersonal trust1 1962Social Behavior: Its Elementary Forms 1972Trust and Managerial Problem Solving 1986Leader-Member Exchange Model of Leadership: A Critique and Further Development

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