RELATIONSHIP BETWEEN PSYCHOLOGICAL CLIMATE AND TRUST BETWEEN SALESPERSONS AND THEIR MANAGERS IN SALES ORGANIZATIONS

被引：15
|
作者：
STRUTTON, D
TOMA, A
PELTON, LE
机构：
[1] UNIV SW LOUISIANA,LAFAYETTE,LA 70504
[2] AUGUSTA COLL,AUGUSTA,GA 30904
来源：
PSYCHOLOGICAL REPORTS | 1993年 / 72卷 / 03期
关键词：
D O I：
10.2466/pr0.1993.72.3.931
中图分类号：
B84 [心理学];
学科分类号：
04 ; 0402 ;
摘要：
The ability of managers to develop and preserve trusting relationships with people in their sales departments exerts a critical influence on the success of their organizations. The extent to which psychological climates influence the trust that salespersons place in their managers was investigated. Salespersons possessing low and high trust (ns = 94 and 89) were distinguished by significantly different perceptions of the levels of autonomy, cohesiveness, fairness, innovativeness, and recognition within the psychological climate of their sales units. Recommendations for how managers can foster psychological climates of trust are suggested.
引用
收藏
页码：931 / 939
页数：9
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