An Initial Assessment of Measurement Invariance in Sales Force Coaching: Comparing the French and Spanish Versions of Ellinger’s Coaching Measure

Abstract

Coaching is an essential attribute of effective managers and leaders (Ellinger et al. 2008; Hamlin et al. 2006) particularly in sales environments (Deeter-Schmelz et al. 2002, 2008), and it is becoming progressively more important for managerial practice and research (Grant 2011; Pousa 2012). In the sales literature, scholars have proposed that research must shift from traditional approaches to new, collaborative ones, like coaching (Dixon and Tanner 2012; Ingram 2004; Ingram et al. 2002, 2005; Pousa and Mathieu 2014c).