Impact of Supervisory Behaviours on Sales force Performance: The Case of Micro Finance Banks

Abstract

This study examined the effect of supervisory behavioural dimensions on sales force performance with emphasis on the Micro Finance banks in Nigeria. Survey data were collected from 120 sales persons serving as marketers with Micro Finance banks in both Akwa Ibom and Cross River State. One hypothesis was formulated and tested using regression and analysis of variance. Findings indicate that all the supervisory behavioural dimensions were statistically significant and positively related with sales force performance. Implications were drawn for future research and managerial attention.

Keywords: Supervisory Behaviour, Sales force Performance