Store Manager–Store Performance Relationship: A Research Note

Arnold, T J and Grewal, D and Motyka, S and Kim, N and Sharma, A and Srivastava, R (2019) Store Manager–Store Performance Relationship: A Research Note. Journal of Retailing. (In Press)

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Abstract

Despite the critical role that store managers play in linking top management teams and service/retail employees, as well as in fulfilling corporate strategy within chain store environments, service management research infrequently addresses the factors that may promote store managers’ effective exchange relationships within the firm and subsequent effects on store operations and profitability. This study focuses on how store managers’ performance orientation, trust of a regional manager’s capabilities, and organizational commitment affect a manager’s relationships relative to regional managers and frontline employees. The direct effect of store managers’ relationship capacity on store performance is also examined. The results, based on survey data from managers of stores of a retail and service chain and company financial reports, generally support the suggested hypotheses. Specifically, a store manager’s relationship with his/her supervisor has a strong influence on how the manager views the supervisor’s leadership support and leadership style, which ultimately influence store performance (primary goods/service sales and store profits).

Affiliation: Indian School of Business
ISB Creiators:
ISB Creators
ORCiD
Srivastava, R K
UNSPECIFIED
Item Type: Article
Uncontrolled Keywords: Retail service, Store manager, Intra-organizational relationship, Performance, Leadership style
Subjects: Marketing
Depositing User: Veeramani R
Date Deposited: 09 Apr 2019 10:37
Last Modified: 09 Apr 2019 10:37
URI: http://eprints.exchange.isb.edu/id/eprint/787
Publisher URL: https://doi.org/10.1016/j.jretai.2019.03.002
Publisher OA policy: http://sherpa.mimas.ac.uk/romeo/issn/0022-4359/
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