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

Document Type : Research/Original/Regular


1 MA in Business Management, Faculty of Humanities, Hazrat-e Masoumeh University, Qom, Iran

2 Assistant Professor, Department of Business Management, Faculty of Humanities, Hazrat-e Masoumeh University, Qom, Iran


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.


Main Subjects

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