Mentoring characteristics and functions: mentoring’s influence on salespeople

• Published in: The Journal of business & industrial marketing 2019-03, Vol.34 (2), p.303-316
• Main Authors: Brashear-Alejandro, Tom, Barksdale, Hiram, Bellenger, Danny Norton, Boles, James S, James, Channelle
• Format: Article
• Language: English
• Subjects: Careers; Coaching; Counseling; Hypothesis testing; Job satisfaction; Learning; Marketing; Mentors; Role models; Sales; Salespeople; Social exchange theory; Socialization; Studies; Turnover
• ISSN: 0885-8624; 2052-1189
• DOI: 10.1108/JBIM-09-2017-0223

Purpose This paper aims to examine a longitudinal study of mentoring functions and their effect on salesperson attitudes and intentions. Design/methodology/approach The research is based on a multi-year study of salespeople beginning when the salesperson entered the industry being examined. Findings The level of interaction between the mentor and protégé was found to be the only antecedent examined that related to the perceived quality of mentoring functions. Age, education and length of employment for both parties; the degree of age and education difference; and the length of the mentoring relationship were not significant. Successful mentoring appeared to be based heavily on a mentor’s willingness and ability to interact frequently with the protégé. Originality/value This study adds to the literature on mentoring, looking at mentoring in a sales context. Research examining mentoring in a sales setting is much more limited than in many other professions, so the findings represent a valuable addition to the sales mentoring literature. Its influence on sales socialization may be very important.