Peer mentoring in the industrial sales force: An exploratory investigation of men and women in developmental relationships?

Journal of Personal Selling and Sales Management

Volumn 18, Issue 4, 1998, Pages 89-103

  Fine, Leslie M ^a   Pullins, Ellen Bolman ^b  

^a OHIO STATE UNIVERSITY   (United States)

^b UNIVERSITY OF TOLEDO   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 85009576558     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.1998.10754150     Document Type: Article

References (54)

1. Allen, Tammy D., Joyce E. A. Russell and Savine B. Maetzke (1997), “Formal Peer Mentoring,” Group and Organization Management, 22 (4), 488-507.
2. Bagozzi, Richard P. (1980), “Performance and Satisfaction in an Industrial Sales Force, An Examination of their Antecedents and Simultaneity,” Journal of Marketing, 44 (Spring), 65-77.
3. Ball, Aimee Lee (1989), “Mentors and Protégés, Portraits of Success,” Working Women 14 (10), 134-142.
4. Bova, Breda M. and Rebecca R. Phillips (1981), “The Mentor Relationship, A Study of Mentors and Protégés in Business and Academia,” Unpublished manuscript.
5. Bova, Breda M. and Rebecca R. Phillips (1984), “Mentoring as a Learning Experience for Adults,” Journal of Teacher Education, 35 (May/June), 16-20.
6. Bowen, Donald D. (1986), “The role of identification in mentoring female protégés,” Group and Organization Studies 11, 6174.
7. Bragg, Arthur (1989), “Is a mentor program in your future?” Sales and Marketing Management 141 (September), 54-63.
8. Catalyst (1995), Knowing the Territory, Women in Sales, New York:Catalyst.
9. Chao, Georgia, Pat M. Walz and Philip D. Gardner (1992), “Formal and informal mentorships, A comparison on mentoring functions and contrast with nonmentored counterparts,” Personnel Psychology, 54 (3), 619-636.
10. Colarelli, Stephen M. and Ronald C. Bishop (1990), “Career commitment, functional correlates and management,” Group and Organization Studies, 15 (2), 158-176.
11. Collins, Pauline M. (1994), “Does mentorship among social workers make a difference? An empirical investigation of career outcomes,” Social Work. 39 (4), 413-419.
12. Cronan-Hillix, Terry, Leah K. Gensheimcr, W. A. Cronan-Hillix, and William S. Davidson (1986), “Students’ views of mentors in psychology graduate training,” Teaching of Psychology 13 (3), 123-127.
13. Dreher, G. and R. Ash (1990), “A Comparative Study of Mentoring Among Men and Women in Managerial, Professional And Technical Positions,” Journal of Applied Psychology, 75, 525-535.
14. Dubinsky, Alan. J and Steven W. Hartley (1986), “A path-analytic study of a model of salesperson performance,” Journal of the Academy of Marketing Science, 14 (Spring): 36-46.
15. Fagan, M. Michael and Glen Walter (1982), “Mentoring among teachers,” Journal of Educational Research 76 (2), 113-118.
16. Galvez-Hjornevik, Cleta (1986), “Mentoring Among Teachers, A Review of the Literature,” Journal of Teacher Education, 37 (January/February), 6-11.
17. Ganser, Tom (1994), “How mentors rank mentor roles, benefits of mentoring and obstacles to mentoring,” Paper presented at the Annual Meeting of the American Educational Research Association, New Orleans, LA.
18. Gaskill, LuAnn R. and Lucy R. Sibley (1990), “Mentoring relationships for women in retailing, Prevalence, perceived importance, and characteristics,” Clothing and Textiles Research Journal, 9 (1), 1-10.
19. Good, David J., John Lanasa and David Burns (1993), “Mentoring, A new source of role conflict,” paper presented at the National Conference in Sales Management, Orlando, FL.
20. Gunn, Erik (1995), “Mentoring, The Democratic Version,” Training, 32 (8), 64-67.
21. Hackman, John R. and Gary R. Oldham (1975), “Development of the job diagnostic survey,” Journal of Applied Psychology 60, 159-170.
22. Hale, Mary M. (1995), “Mentoring Women in Organizations, Practice in Search of Theory,” American Review of Public Administration, 25 (4), 327-338.
23. Hill, Susan K., Margaret H. Bahnuik, Jean Dobos and Donna Rouner (1989), “Mentoring and other Communication Support in the Academic Setting,” Group and Organization Studies, 14 (3), 355-368.
24. Hunt, David Marshall and Carol Michael (1983), “Mentorship, A career training and development tool,” Academy of Management Review, 8 (3), 475-485.
25. Ingram, Thomas N., Keun S. Lee, George H. Lucas, Jr. (1991), “Commitment and Involvement: Assessing a Salesforce Typology,” Journal of the Academy of Marketing Science, 19 (Summer), 187-198.
26. Ranter, Rosabeth M. (1977), Men and Women of the Corporation., New YorkiBasic Books.
27. Klauss, Rudi (1981), “Formalized mentor relationships for management and executive development programs in the federal government,” Public Administration Review, 41, (July/ August), 489-496.
28. Koberg, Christine S., R. Wayne Boss, David Chappel and Richard Ringer (1994), “Correlates and Consequences of Protégé Mentoring in a Large Hospital,” Group and Organization Studies, 19 (2), 219-239.
29. Kohli, Ajay K. and Bernard J. Jaworski (1994), “The influence of co-worker feedback on salespeople,” Journal of Marketing, 58 (October), 82-94.
30. Kram, Kathy E. (1983), “Phases of the mentoring relationship,” Academy of Management Journal, 24 (4), 608-625.
31. Kram, Kathy E. (1985), “Improving the mentoring process,” IVain-ing and Development Journal, 39 (April), 40-43.
32. Kram, Kathy E. and Lynn A. Isabella (1985), “Mentoring Alternatives, The Role of Peer Relationships in Career Development,” Academy of Management Journal, 28 (1), 110-132.
33. LIMRA (Life Insurance Marketing and Research Association) (1994), The Mentoring Handbook, Hartford, CT:Life Insurance Marketing and Research Association.
34. Levinson, Daniel J., Charlotte N. Darrow, Edward B. Klein, Maris H. Levinson, and Braxton McKee (1979), The Seasons of a Man’s Life, New York Alfred A. Knopf.
35. Louis, M. R. (1990), “Acculturation in the Workplace, Newcomers as Lay Ethnographers,” in B. Schneider (ed.), Organizational Climate and Culture., San Francisco:Jossey-Bass.
36. Mendleson, Jack L., Keith A. Barnes and Gregory Horn (1989), “The guiding light to corporate culture,” Personnel Administrator, 34 (7), 70-72.
37. Miller, Vernon D. and Fredric M. Jablin (1991), “Information Seeking During Organizational Entry, Influences, Tactics and a Model of the Process,” Academy of Management Journal, 16 (1), 92-120.
38. Morrison, Elizabeth Wolfe (1993), “Newcomer information seeking, Exploring types, modes, sources, and outcomes,'"Academy of Management Journal, 36 (3), 557-589.
39. Noe, Raymond A. (1989), “An investigation of the determinants of successful assigned mentoring relationships,” Personnel Psychology 41, 457-479.
40. Olian, Judy D., Stephen J. Carroll, Christina M. Giannantonio, and Dena B. Feren (1988), “What do protégés look for in a mentor? Results of three experimental studies,” Journal of Vocational Behavior 33, 15-37.
41. Philips-Jones, L. L. (1982), Mentors and protégés, New YorkArbor House.
42. Ellen B. Pullins, Leslie M. Fine and Wendy L. Warren (1996), “Identifying Peer Mentors in the Sales Force: An Exploratory Investigation of Willingness and Ability,” Journal of the Academy of Marketing Science, 24 (2), 125-136.
43. Ragins, Belle Rose and John L. Cotton (1991), Tïasier Said Than Done, Sex Differences in Perceived Barriers to Getting a Mentor,” Academy of Management Journal, 34, 939-951.
44. Ragins, Belle Rose and Terri A. Scandura (1994), “Sex differences in expected outcomes of mentoring relationships,” Academy of Management Journal, 37 (4), 957-971.
45. Rizzo, John R., Robert J. House and Sidney I Lirtzman (1970), “Role conflict and role ambiguity in complex organizations,” Administrative Science Quarterly, (June), 150-163.
46. Roche, Gerard R. (1979), “Much ado about mentors,” Harvard Business Review, 57, (January-February), 14-28.
47. Schockett, Melanie R. and Marilyn Haring-Hidore (1985), “Factor Analytic Support for Psycho-Social and Vocational Mentoring Functions,” Psychological Reports, 57,627-630.
48. Silverhart, Todd A. (1994), “It works, Mentoring drives productivity higher,” Managers Magazine, 69 (10), 14-15.
49. Singh, Jagdip and Gary K. Rhoads (1991), “Boundary role ambiguity in marketing-oriented positions, A multi-dimensional, multifaceted operationalization,” Journal of Marketing Research, 29 (August), 328-338.
50. Thomas, David A. (1990), “The Impact of Race on Managers’ Experiences of Developmental Relationships,” Journal of Organizational Behavior, 11, 479-492.
51. Viator, Ralph E. (1991), “A Study of Mentor-Protege Relationships in Large Public Accounting Firms,"Accounting Horizons, 5 (3), 20-30.
52. Wentling, Rose Mary (1995), “Breaking Down Barriers to Women’s Success,” HRMagazine, 40 (5), 79-85.
53. White, Robert G. and William B. Werther, Jr (1991), “Mentors at work,” Journal of Management Development, 10 (3), 25-32.
54. Wilson, James A. and Nancy S. Elman (1990), “Organizational benefits of mentoring,” Academy of Management Executive, 4 (4), 88-94.