Enhancing Salesperson Trust: An Examination of Managerial Values, Empowerment, and the Moderating Influence of SBU Strategy

Within a sales environment, the development and conveyance of managerial values play a critical role in enhancing salesperson trust and performance. This study identifies specific managerial values (i.e., integration, flexibility, control, spontaneity, etc.) that support particular business strategies (i.e., prospector, defender, or analyzer). The proposed model investigates the impact of aligning managerial value systems to SBU type on building trusting relationships within a manager–salesperson context. Study results suggest various implications for managers.