Concurrent Sessions

Effects of Supervisors on Goal Orientations and Sales Performance of Department Store Salespeople

Authors: Kyungae Park (Yeungnam University) , Soonim Heo (Yeungnam University) , Soo-Youn Sakong (Yeungnam University) , Suim Shin (Yeungnam University)

Abstract

This study investigates the effects of sales supervisors on salespeople's goal orientations and their effects on sales performance in the fashion retail setting. Specifically, it exam-ines (1) differences in salespeople's goal orientations by salespeople characteristics; (2) effects of supervisor's behavioral orientations on goal orientations of salespeople; and (3) effects of salespeople's goal orientations on performance.

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How to Cite: Park, K. , Heo, S. , Sakong, S. & Shin, S. (1998) “Effects of Supervisors on Goal Orientations and Sales Performance of Department Store Salespeople”, International Textile and Apparel Association Annual Conference Proceedings. 1999(1).