Measures of control, bases of power, satisfaction, and performance were obtained from 656 salesmen in 36 branch offices of a national firm selling intangibles. The most effective offices were characterized by the following high total control syndrome: high levels of interpersonal control, and control over the office, by both office manager and salesmen; relatively greater reliance by the office manager on expert and referent power, as opposed to legitimate, reward, and coercive power; high satisfaction with the office manager; and above average performance by salesmen. The analysis isolated group structural effects between office administrative characteristics and the performance and satisfaction criteria by partialing out individual relationships. At the individual level, relationships were found between referent and expert power and satisfaction but not with performance.

No abstract

No abstract

No abstract