...Nick Lee; Amanda Broderick; Francine K. Schlosser Purpose The purpose of this paper is to propose that sales managers use mobile technologies in the working environment to communicate and supportively monitor sales person performance. Design/methodology/approach A model of supervisor...

... Sales force Socialization Sales management Mischel's (1977a , p. 246) argued that the “… complex human behavior tends to be influenced by many determinants and reflects the almost inseparable and continuous interaction of a host of variables both in the person and in the situation...