Measuring Sales Manager Problem Resolution Styles

Building on the early conceptual work of Lee and Cadogan (2000), this paper outlines the development of measuring scales for three sales manager problem resolution styles, namely: sales manager responsiveness, sales manager caring, and sales manager aggressiveness. The paper first provides a general introduction and theoretical primer to the topic of sales manager problem resolution styles. This is followed by a discussion of the research methods, which consisted of a questionnaire-based study of UK sales reps. Subsequently, the data analysis is described. Here, the results of exploratory and confirmatory factor analysis are discussed. Implications and directions for future research are then presented.