Vertical exchange quality and performance: Studying the role of the sales manager

John F. Tanner, Stephen B. Castleberry

Research output: Contribution to journalArticlepeer-review

44 Scopus citations

Abstract

Vertical Exchange Theory was introduced by Castleberry and Tanner (1986) as an integrative framework of the process by which sales managers and salespeople interact. This paper presents the results of two studies that explore propositions of the Vertical Exchange Theory. The findings have implications regarding traditional methods of sales research. These implications and implications concerning Vertical Exchange Theory are discussed.

Original languageEnglish (US)
Pages (from-to)17-27
Number of pages11
JournalJournal of Personal Selling and Sales Management
Volume10
Issue number2
DOIs
StatePublished - Jan 1 1990

Fingerprint Dive into the research topics of 'Vertical exchange quality and performance: Studying the role of the sales manager'. Together they form a unique fingerprint.

Cite this