Mentoring characteristics and functions: mentoring’s influence on salespeople

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.

Citation

Brashear-Alejandro, T., Barksdale, H., Bellenger, D.N., Boles, J.S. and James, C. (2019), "Mentoring characteristics and functions: mentoring’s influence on salespeople", Journal of Business & Industrial Marketing, Vol. 34 No. 2, pp. 303-316. https://doi.org/10.1108/JBIM-09-2017-0223