Ambidextrous Sales Force in The Electronic Performance Monitoring System: A Win-Win Situation Framework

Abstract

In line with social exchange theory and the law of reciprocity, this research attempts to develop and analyse an exchange model in the electronic monitoring systems that can benefit sales subordinates and their managers working in the field. Using the quantitative method, dyadic data were collected from 265 sales subordinates and their 84 managers working in different companies. In this model, as an exchange relationship, sales subordinates show ambidextrous behaviour under the mechanism of felt trust and quality LMX. Similarly, sales managers gain consistent performance and professional collaboration with their subordinates after establishing a trustworthy environment using the developmental EPM. This unique framework offers a win-win situation for managers and subordinates by suggesting a favourable linkage among study variables.