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Examination Of The Relationship Between Effective Communication, Salespeople`S Satisfaction With Their Manager And Customer Relationship Development

Author

Listed:
  • Erik Ruzic

    (Juraj Dobrila University of Pula)

  • Dragan Benazic

    (Juraj Dobrila University of Pula)

  • Sanja Dolenec

    (Juraj Dobrila University of Pula)

Abstract

Customer relationship development represents a strategic goal for most organizations in contemporary market. In achieving this goal, salespeople as boundary spanners are crucial and particularly successful when highly satisfied. Satisfaction with manager is a part of the components that impact the overall employee satisfaction. Accordingly, sales manager’s attitudes, behavior and skills (such as communication skills) can significantly impact their subordinates’ satisfaction through their satisfaction with manager. The main aim of the study is to explore the relations between the components of effective manager’s communication (i.e. listening skills, open communication and effective feedback) and satisfaction with sales manager, as well as the relations between the above satisfaction with manager and customer relationship development. The results will provide deeper insights into the said relationships in the sales context. Moreover, the beneficiaries of the study would be sales managers that can provide the impetus to improve communication with subordinates in order to achieve greater satisfaction among subordinates with the management and the overall satisfaction with the final goal to eventually positively impact the relationship with the organization`s customers.

Suggested Citation

  • Erik Ruzic & Dragan Benazic & Sanja Dolenec, 2017. "Examination Of The Relationship Between Effective Communication, Salespeople`S Satisfaction With Their Manager And Customer Relationship Development," Economic Thought and Practice, Department of Economics and Business, University of Dubrovnik, vol. 26(2), pages 501-516, december.
    • Handle: RePEc:avo:emipdu:v:26:y:2017:i:2:p:501-516
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    References listed on IDEAS

    as
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    More about this item

    Keywords

    customer relationship development; satisfaction with sales manager; listening; open communication; feedback;
    All these keywords.

    JEL classification:

    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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