Mentoring Characteristics and Functions: Mentoring Influence on Salespeople

UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
James S. Boles, Professor (Creator)
Channelle D. James, Lecturer (Creator)
The University of North Carolina at Greensboro (UNCG )
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Abstract: 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.

Additional Information

Journal of Business and Industrial Marketing, 34(2) 303-316
Language: English
Date: 2019
mentoring, challenger sale, salesperson performance, sales force management, salesperson turnover

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