Investigation of the relationship between managers' monitoring styles and sales performance as a mediator for work engagement and job satisfaction: A research in the cosmetic industry

To examine the distributional role of field change, observational and interactional monitoring styles of work engagement and job satisfaction in this suitable cosmetics industry, and their relationship with the sales performance of sales personnel. A study was conducted with 293 sales personnel working at cosmetic & care product sales points in Istanbul. The study was analyzed using IBM SPSS 20.0, Process Macro v4.2 and IBM SPSS AMOS 22.0 techniques. Positive effects of work engagement on job satisfaction and interactional monitoring style, work engagement and job satisfaction on sales performance were detected (p<0.001), but no significant effect of observational monitoring style was found on sales performance (p>0.05). In addition, moderate mediation roles of work engagement and job satisfaction between interactional monitoring style and sales performance were determined. Increasing work engagement in subordinates is important in terms of both increasing job satisfaction and increasing sales. In addition, the increase in work engagement and job satisfaction of subordinates in the use of the communication perspective will help increase sales performance by assuming the role of intermediary. The training of sales personnel should be kept at a low level and the reinforcement weight should be increased so that managers can be trained to use this style of supervision more. Key Words: Interactional Monitoring, Job Satisfaction, Observational Monitoring, Sales Performance, Work Engagement.