Abstract
There are many different management philosophies. Micro Management is a form that is generally negatively perceived, because of its impact on employee autonomy. There has been little research on the causes of micro management and its impact on employees' job satisfaction and productivity. This study seeks to determine how competitive pressure and a manager's Growth, Needs and Strength (GNS) affect the degree to which a company micro manages its sales force. The degree of micro management may impact a person's autonomy, which interacts with his GNS, to determine his job satisfaction and productivity.
The results of a study on fifty-six medical sales representatives, located in the north eastern United States, suggested a strong correlation between the degree of micro managing and autonomy, manager's GNS and autonomy and degree of micro managing and manager's GNS and a weak correlation between autonomy and job satisfaction, with the representative's GNS as an interactor. There was no correlation between competitive pressure and the degree of micro managing or productivity and autonomy, with the representative's GNS as an interactor.
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