News

Mohammadi Gavandareh, B., Moeini, H., Abbasi, R. (2020). A Framework of Factors for Promotion of Sales Manager’s Trust in Salesperson. , 7(2), 231-247. doi: 10.22059/jscm.2020.297442.1976
Bahareh Mohammadi Gavandareh; Hossein Moeini; Rasoul Abbasi. "A Framework of Factors for Promotion of Sales Manager’s Trust in Salesperson". , 7, 2, 2020, 231-247. doi: 10.22059/jscm.2020.297442.1976
Mohammadi Gavandareh, B., Moeini, H., Abbasi, R. (2020). 'A Framework of Factors for Promotion of Sales Manager’s Trust in Salesperson', , 7(2), pp. 231-247. doi: 10.22059/jscm.2020.297442.1976
Mohammadi Gavandareh, B., Moeini, H., Abbasi, R. A Framework of Factors for Promotion of Sales Manager’s Trust in Salesperson. , 2020; 7(2): 231-247. doi: 10.22059/jscm.2020.297442.1976

A Framework of Factors for Promotion of Sales Manager’s Trust in Salesperson

مجله علمی "مدیریت سرمایه اجتماعی"
Article 5, Volume 7, Issue 2, July 2020, Pages 231-247    PDF (863.95 K)
Document Type: Research/Original/Regular
DOI: 10.22059/jscm.2020.297442.1976
Authors
Bahareh Mohammadi Gavandareh1; Hossein Moeini* 2; Rasoul Abbasi2
1MA in Business Management, Faculty of Humanities, Hazrat-e Masoumeh University, Qom, Iran
2Assistant Professor, Department of Business Management, Faculty of Humanities, Hazrat-e Masoumeh University, Qom, Iran
Abstract
From the perspective of organizational social capital, one of the reasons organizations do not achieve competitive advantage is weak trust between managers and employees in different parts of the organization. Especially in sales department, force sales management includes interpersonal relationships between sales manager and salesperson. Trust in this department is very important. For this purpose, the main purpose of the present research is to provide a appropriate framework for the sales manager trust in the salesperson. The present research is applied research in terms of purpose and is descriptive-survey in terms of collecting data. The statistical population of the research is sales managers of the furniture industry in Imam Reza's furniture market in Tehran. The research sampling method is convenient, and the sample size is 86 according to Morgan's table. A questionnaire was used to collect data. After confirming the normality of the variables, the T-test was used to confirm or reject the indicators and components and the Friedman test has been used to rank them. The results of the research indicate that the appropriate framework for the sales manager trust to salesperson respectively, includes salesperson job capabilities, salesperson personality characteristics, sales manager power of guidance, quality of communicational alignment between sales manager and salesperson, uncertainty in the sales environment and the degree of dependency of sales manager to salesperson. The present research is in the category of the few researches in the field of the sales manager trust in salesperson.
Keywords
Trust; Organizational trust; Social capital; Hierarchical trust; Sales manager trust in salesperson
References
  1. توکلی، عبدالله؛ علی پوربهروزان؛ دانیال محمدیانی (1395). «اعتماد رکن اصلی سرمایة اجتماعی: طراحی الگویی مبتنی بر تعالیم اسلامی (مورد مطالعه: کتاب شریف میزان‌الحکمه)»، مدیریت سرمایه اجتماعی، 3(3)، 501-519.
  2. جواهری‏پور، مهرداد؛ محمد رحیمی؛ رضا مؤمن‏پور (1393). «شکل‏گیری اعتماد اجتماعی و فراتحلیل عوامل مؤثر در آن»، مطالعات جامعه‏شناختی ایران، 4(14): صص 75 ـ 97.
  3. زین‏آبادی، حسن‏رضا (1389). «الگوی تأثیر سبک رهبری تحولی بر اعتماد پیروان به مدیران: آزمون اثرات مستقیم و غیر‏مستقیم»، مشاورة شغلی و سازمانی، 2(5): صص 139 ـ 158.
  4. شیرازی، علی؛ الهام خداوردیان؛ محمد نعیمی (1391). «تأثیر اعتماد سازمانی بر بروز رفتارهای شهروندی سازمانی (مورد مطالعه: شرکت گاز استان خراسان شمالی)»، مدیریت تحول، 4(1): صص 133 ـ 154.
  5. کوهی نصرآبادی، محسن؛ عطیه حمامی؛ نسرین عبیدی (1395). «بررسی عوامل مؤثر بر اعتماد شهروندان نسبت به سازمانهای شهری مورد مطالعه: شهرداری کاشان». مدیریت سرمایه اجتماعی، 3(3): 369-389.
  6. مردانی، محمدرضا؛ صدیقه طوطیان اصفهانی؛ حسین‌علی بوشهریان (1396). «شناسایی و رتبه‏بندی عوامل مؤثر بر اعتمادسازی بین کارکنان و مدیران»، مطالعات رفتار سازمانی، 6(1): صص 177 ـ 199.

References

  1. Balliet, D. & Van Lange, P. A. (2013). “Trust, punishment, and cooperation across 18 societies: A meta-analysisˮ, Perspective on Psychological Science, 8(4): pp. 363-379.
  2. Brashear, T. G., Boles, J. S., Bellenger, D. N., & Brooks, C. M. (2003). “An Empirical Test of Trust-Building Processes and Outcomes in Sales Manager– Salesperson Relationships”, Journal of the Academy of Marketing Science, 31(2): pp. 189-200.
  3. Brashear, T. G., Manolis, C., & Brooks, C. M. (2005). “The effects of control, trust, and justice on salesperson turnover”, Journal of Business Research, 58(3): pp. 241-249.
  4. Brower, H. H., Schoorman, F. D., & Tan, H. H. (2000). “A model of relational leadership: The integration of trust and leader–member exchange”, The Leadership Quarterly, 11(2): pp. 227-250.
  5. Butler, J. K. (1991). “Toward understanding and measuring conditions of trust: evolution of conditions of trust inventory”, Journal of Management, 17(3): pp. 643-663.
  6. Butler, J. K. & Cantrell, R. S. (1984). “A behavioral decision theory approach to modelling dyadic trust in superiors and subordinates”, Psychological Reports, 55(1): pp. 19-28.
  7. Dingus, R. (2014). “Recognizing uncertainty and management appropriately: how should sales managers do it?”, Ph.D. dissertation. College of Business Administration, Kent State University.
  8. Dietz, G. & Hertzog, D. N. (2006). “Measuring trust inside organizations”, Personnel Review, 35(5): pp. 557-588.
  9. Fang, Y. & Chiu, C. (2010). “In justice we trust: Exploring knowledge-sharing continuance intentions in virtual communities of practice”, Computers in Human Behavior, 26(2): pp. 235-246.

10. Ferrin, D. L. (2013). “On the institutionalisation of trust research and practice: Heaven awaits!”, Journal of Trust Research, 3(2): pp. 146-154.

11. Frederiksen, M. (2014). “Trust in the face of uncertainty: a qualitative study of intersubjective trust and risk”, International Review of Sociology, 24(1): pp. 130-144.

12. Ikonen, M. (2013). “Trust development and dynamics at dyadic level. A narrative approach to studying processes of interpersonal trust in leader-follower relationships”, Dissertations in Social Sciences and Business Studies. University of Eastern Finland.

13. Javaheripour, M., Rahimi, M., & Moemenpour, R. (2014). “Formation of social trust and meta-analysis of its effective factors”, Quarterly of Iran Sociological Studies, 4(14): pp. 75-97. (in Persian)

14. Jiang, Y. & Chen, W. K. (2017). “Effects of organizational trust on organizational learning and creativity”, EURASIA Journal of Mathematics Science and Technology Education, 13(6): pp. 2057-2068.

15. Kim, T., Wang, J., & Chen, J. (2016). “Mutual Trust between Leader and Subordinate and Employee Outcomes”, Journal of Business Ethics, 149(4): pp. 945-958.

16. Koohi Nasrabadi, M., Hamami, A. & Abidi, N. (2016). “Social Factors Affecting the Trust of Citizens to the Municipal Organizations (Case Study: Municipality of Kashan)”, Social Capital Management,  3(3): pp. 369-389. (in Persian)

17. Knoll, D. L. & Gill, H. (2011). “Antecedents of trust in supervisors, subordinates and peers”, Journal of Managerial Psychology, 26(4): pp. 313-330.

18. Krot, K. & Lewicka, D. (2012). “The Importance of Trust in Manager Employee Relationships”, International Journal of Electronic Business Management, 10(3): pp. 224-233.

19. Ladegard, G. & Gjerde, S. (2014). “Leadership coaching, leader role-efficacy, and trust in subordinates. A mixed methods study assessing leadership coaching as a leadership development tool”, The Leadership Quarterly, 25(4): pp. 631-646.

20. Lagace, R. R. (1991). “An exploratory study of reciprocal trust between sales managers and salespersons”, The Journal of Personal Selling and Sales Management, 11(2): pp. 49-58.

21. Leonard, K. (2007). “Trust and the manager-subordinate dyad: Virtual work as a unique context”, Journal of Behavioral and Applied Management, 8(3): pp. 197-201.

22. Mackenzie, M. L. (2010). “Manager communication and workplace trust: Understanding manager and employee perceptions in the e-world”, International Journal of Information Management, 30(6): pp. 529-541.

23. Mallin, M. L., Asree, S., Koh, A. C., & Hu, M. Y. (2010). “Antecedents to managerial trust and sales control in Malaysian salesforce”, International Business review, 19(3): pp. 292-305.

24. Mallin, M. L. & Hu, M. (2009). “The impact of managerial trust and control on salesperson performance”, Journal of Selling & Major Account Management, 6(2): pp. 6-18.

25. Mallin, M. L., O’Donnell, E., & Hu, M. Y. (2007). “How Do I Trust Thee? Let me Control the Way: The Role of Sales Control in the Development of Sales Manager Trust”, Journal of Selling and Major Account Management, 7(4): pp. 8-27.

26. Mallin, M. L., O’Donnell E., & Hu, M. Y. (2010). “The role of uncertainty and sales control in the development of sales manager trust”, Journal of Business & Industrial Marketing, 25(1): pp. 30-42.

27. Mardani, M. R., Tootian Isfahani, S., & Boushehrian, H. A. (2017). “Identifying and Ranking the Factors Affecting Trust between Employees and Managers”, Organizational Behavior Studies Quarterly, 6(1): pp. 177-199. (in Persian)

28. McNeilly, K. L. & Lawson, M. B. (1999). “Navigating Through Rough Waters: The Importance of Trust in Managing Sales Representatives in Times of Change”, Industrial Marketing Management, 28(1): pp. 37–49.

29. Mishra, A. K. (1996). “Organizational responses to crisis: The centrality of trust. In R. M. Kramer, T. R. Tyler (Eds.)”, Trust in organizations: Frontiers of theory and research (pp. 261-287). Thousand Oaks, CA: Sage Publications.

30. Mollering, G., Bachman, R., & Lee, H. S. (2004). “Understanding organizational trust: Foundation, constellation and issue of operationalisation”, Managerial Psychology, 19(6): pp. 556-570.

31. Monji, L. & Ortlepp, K. (2011). The relationship between organizational trust, job satisfaction and intention to leave: An exploratory study. Alternation, 18(1): pp. 192-214.

32. Nitzl, C. & Hirsch, B. (2016). “The drivers of a superior’s trust formation in his subordinate: the manager–management accountant example”, Journal of Accounting & Organizational Change, 12(4): pp. 472-503.

33. Rehman, S. U., Qingren, C., & Weiming, G. (2017). “Rise in level of trust and trustworthiness with trust building measures: A mathematical model”, Journal of Modeling in Management, 12(3): pp. 349-363.

34. Shirazi, A., Khodaverdian, E., & Naeemi, N. (2017). “The effect of organizational trust on organizational citizenship behaviors (Case of: North Khorasan Gas Company)”, Transformation Management Journal, 4(1): pp. 133-154. (in Persian)

35. Swan, J. E., Trawick, I. F., & Silva, D. W. (1985). “How industrial salespeople gein customer trust”, Industrial Marketing Management, 41(3): pp. 203-211.

36. Schindler, P. L. & Thomas, C. C. (1993). “The structure of interpersonal trust in the workplace”, Psychological Reports, 73(2): pp. 563-573.

37. Schoorman, F. D., Mayer, R. C., & Davis, J. H. (2016). “Empowerment in veterinary clinics: the role of trust in delegation”, Journal of Trust Research, 6(1): pp. 76-90.

38. Strutton, D. & James R. L. (1993). “The Relationship Between Optimism and Coping Styles of Salespeople”, Journal of Personal Selling & Sales Management, 13 (2): pp. 71–82.

39. Tavakoli, A., Poorbehroozan, A. & Mohammadyani, D. (2017). “Trust as building block of social capital: Presentation a pattern based on Islamic teachings (case study: the Mizan Al-Hekmah)”, Social Capital Management,  3(4): pp. 501-519. (in Persian)

40. Tzafrir, S. S. (2005). “The relationship between trust, HRM practices and firm performance”, The International Journal of Human Resource Management, 16(9): pp. 1600-1622.

41. Tzafrir, S. S. & Dolan, S. L. (2004). “Trust Me: A Scale for Measuring Manager-Employee Trust. Management Research”, Journal of the Iberoamerican Academy of Management, 2(2): pp. 115–132.

42. Ugwu, F. O., Onyishi, I. E., & Rodríguez-Sánchez, A. M. (2014). “Linking organizational trust with employee engagement: the role of psychological empowerment”, Personnel Review, 43(3): pp. 377-400.

43. Wang, K. Y. & Clegg, S. (2002). “Trust and decision making: are managers different in the People’s Republic of China and in Australia?”, Cross Cultural Management: An International Journal, 9(1): pp. 30-45.

44. Wasti, A. S., Tan, H. H., &  Erdil, S. E. (2010). “Antecedents of trust across foci: A comparative study of Turkey and China”, Management and Organization Review, 7(2): pp. 279-302.

45. Wells, C. V. & Kipnis, D. (2001). “Trust, Dependency, and Control in the Contemporary Organization”, Journal of Business and Psychology, 15(4): pp. 593-603.

46. Yakovleva, M., Reilly, R. R., & Werko, R. (2010). “Why do we trust? Moving beyond individual to dyadic perceptions”, Journal of Applied Psychology, 95(1): pp. 79-9.

47. Zein Abadi, H. R. (2010). “Pattern of impact of transformational leadership style on followers’ trust to managers: Test of direct and indirect effects”, Career and Organizational Counseling, 2(5): pp. 139-158. (in Persian)

Statistics
Article View: 1,159
PDF Download: 482


Journal Management System. Powered by Sinaweb