Journal of Marketing · 1980 · 121 citations · 35 references
ManagementMarketingMarketing ManagementEmployee RelationsSales ManagementSocial InfluenceLeader-follower RelationshipsOrganizational PowerPower In OrganizationsPower In SupervisionSales LeadershipSocial PowerSales Force EmpowermentSales Force Job SatisfactionSales Force LeadershipSales Force Relationship ManagementSales Force RetentionSales Force SupervisionSales RetentionSales Supervision
The relationships between the sales manager's social power bases and the salesperson's satisfaction with supervision, role clarity, and propensity to leave the organization are empirically analyzed...
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Richard M. Emerson · American Sociological Review · 1962 · 6.1K citations
John R. P. French, Bertram H. Raven · University of Pittsburgh Press eBooks · 1986 · 4.6K citations
Robert A. Dahl · Systems Research and Behavioral Science · 2007 · 3.8K citations