The impact of role modeling on trust, job satisfaction and performance in sales organizations: An empirical study in Turkey

The goal of this research is to make an extensive literature research and test a model about role modeling, job satisfaction, trust and performance on sales organizations. Specifically, role modeling is hypothesized to positively influence a salesperson's trust in his or her sales manager, job satisfaction, and performance. Furthermore, relation of trust in sales manager and job performance, relation of trust in sales manager and job satisfaction is also hypothesized. In this research, the impact of role modeling on trust, job satisfaction and performance in sales organization is examined in detail. In order to find the impact of role modeling, surveys are conducted on 128 sales and marketing people working in Turkey in Industry sector. Findings of the study is showed that sales manager's role modeling behavior have a positive effect on trust and job satisfaction. But, role modeling has no direct effect on performance of sales employees. Role modeling has an indirect effect on job performance. Role modeling behavior leads to job satisfaction and job satisfaction increases the job performance.