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Workplace isolation: salespeople and supervisors in USA

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Virtual work is becoming the norm in sales organizations because it is cost effective for the firm and can benefit customers and salespeople. However, along with these benefits, virtual work brings new challenges to organizations. One critical issue is workplace isolation (WI). This study uses responses from a sample of 346 salespeoples in the pharmaceutical field to test a model that investigates the relationships among WI, self-efficacy, leadership style, extra-role performance (ERP), satisfaction with the supervisor, and turnover intentions. Salespersons perception of managers as considerate leaders are associated with lower WI levels. Salespeople with higher levels of self-efficacy are less likely to believe that they are isolated from the company and their colleagues. WI, in turn, is significantly related to satisfaction with the supervision and ERP. Managerial implications and future research directions are presented.
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Keywords: isolation; leadership; performance; sales; self-efficacy; turnover

Document Type: Research Article

Affiliations: 1: Department of Marketing, College of Business Administration, Northeastern University, Boston, MA, USA 2: Department of Marketing, College of Business Administration, The University of Texas at Arlington, Arlington, TX, USA

Publication date: 2011-02-01

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