Online citations, reference lists, and bibliographies.
Please confirm you are human
(Sign Up for free to never see this)
← Back to Search

Sources Of Job Related Ambiguity And Their Consequences Upon Salespersons' Job Satisfaction And Performance

Douglas N. Behrman, W. J. Bigoness, W. D. Perreault
Published 1981 · Psychology

Save to my Library
Download PDF
Analyze on Scholarcy
Share
This study presents a conceptual model relating four sources of job related ambiguity and two individual difference variables locus of control and need for clarity to salesperson job satisfaction and job performance. Previous research related to the model is briefly reviewed. Then, drawing data from a multicompany sample of industrial salespersons and their managers, behavioral research methods are used to clarify the nature and strength of the relationships in the model. The analysis reveals that ambiguity concerning family expectations is positively related to performance, but ambiguity regarding sales manager and customer expectations is negatively related to performance. Lower levels of satisfaction are explained primarly by ambiguous managerial expectations. The individual difference variables are shown to be related to job outcomes even after adjusting for different levels of perceived ambiguity. The individual difference variables, however, do not moderate the relationships between sources of ambiguity and job outcomes.
This paper references
10.1037/0021-9010.64.2.173
A second look at need for achievement and need for autonomy as moderators of role perception–outcome relationships.
J. Morris (1979)
10.1177/002224377401100303
Measuring the Job Satisfaction of Industrial Salesmen
Gilbert A. Churchill (1974)
10.1037/0021-9010.61.2.172
Role requirements as sources of organizational stress.
R. H. Miles (1976)
10.1080/00401706.1963.10490061
Programming Univariate and Multivariate Analysis of Variance
R. D. Bock (1963)
10.5465/255386
Relationships Between Role Clarity, Need for Clarity, and Job Tension and Satisfaction for Supervisory and Nonsupervisory Roles
R. H. Miles (1975)
10.1037/H0076626
Effects of pressure and individual neuroticism on emotional responses to task-role ambiguity.
D. Organ (1975)
10.2307/254768
A Study of Role Clarity and Need for Clarity for Three Occupational Groups
J. Ivancevich (1974)
10.1016/0148-2963(75)90002-8
Expectation-specific measures of the intersender conflict and role ambiguity experienced by industrial salesmen
N. Ford (1975)
10.1177/002224377501200310
Unequal Cell Sizes in Marketing Experiments: Use of the General Linear Hypothesis
W. D. Perreault (1975)
10.1037/H0031280
Perceived locus of control and field dependence as predictors of cognitive activity.
H. M. Lefcourt (1971)
10.1037/0021-9010.62.4.446
Locus of control, coping behaviors, and performance in a stress setting: a longitudinal study.
C. Anderson (1977)
10.2466/pms.1971.33.3.980
Locus of Control Shift in Administrators
John M. Harvey (1971)
10.1016/0148-2963(79)90004-3
Alternative approaches for interpretation of multiple discriminant analysis in marketing research
W. D. Perreault (1979)
10.1037/H0076754
An empirical test of causal inference between role perceptions of conflict and ambiguity and various personal outcomes.
R. H. Miles (1975)
10.2307/2090405
Alienation and learning in a hospital setting.
M. Seeman (1962)
10.1037/H0092976
Generalized expectancies for internal versus external control of reinforcement.
J. B. Rotter (1966)
10.1016/0030-5073(71)90007-9
Role clarity, need for clarity, satisfaction, tension, and withdrawal
T. Lyons (1971)
10.1037/H0032328
Control over stress, locus of control, and response to stress.
B. Houston (1972)
10.1177/002224377601300401
Organizational Climate and Job Satisfaction in the Salesforce
Gilbert A. Churchill (1976)
10.1016/0030-5073(79)90004-7
Job stress and employee behaviors.
N. Gupta (1979)
10.2466/pr0.1969.24.2.427
Parental Antecedents of Internal-External Control of Reinforcement
W. L. Davis (1969)
10.1037/H0076752
Role ambiguity, role conflict, and satisfaction: moderating effects of individual differences.
T. Johnson (1975)
10.1037/H0076353
Relationship of internal-external control to work motivation and performance in an expectancy model.
L. Broedling (1975)



This paper is referenced by
10.36345/kacst.2014.32.6.021
Studies on the Direct and Indirect Effects of Advertising Campaign on the Consumer Responses
Changjo Yoo (2014)
The « Burnout » determinants and its consequence on the perceived performance of Tunisia call centers ‘operators: Validation of the scales of measurement
Asma Dellagi (2016)
10.1080/23808985.1993.11678856
A Decade of Organizational Communication Research: Journal Articles 1980–1991
M. Allen (1993)
10.1037/a0017103
Bad apples, bad cases, and bad barrels: meta-analytic evidence about sources of unethical decisions at work.
Jennifer J. Kish-Gephart (2010)
10.1177/002224299305700202
Boundary Role Ambiguity: Facets, Determinants, and Impacts
J. Singh (1993)
The Effects of Environment Dynamism and Heterogeneity on Salespeople ' s Role Perceptions , Performance and Job Satisfaction
R. S. Sohi (2016)
10.1177/002224299606000305
Do Organizational Practices Matter in Role Stress Processes? A Study of Direct and Moderating Effects for Marketing-Oriented Boundary Spanners
J. Singh (1996)
10.1007/978-3-319-13078-1_45
A Theoretic Exploration of Spousal Support and the Relationship to Sales Performance After Relocation
K. Jones (2015)
10.1080/08853134.2019.1659741
The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context
Lisa Beeler (2020)
10.1108/08858620210415190
Exploring the sales manager’s feedback to a failed sales effort
Harry A. Harmon (2002)
10.1111/J.1744-6570.2008.00113.X
A META-ANALYSIS OF WORK DEMAND STRESSORS AND JOB PERFORMANCE: EXAMINING MAIN AND MODERATING EFFECTS
Simona Gilboa (2008)
10.2307/1251378
Effects of Supervisory Behavior: The Role of Individual Differences among Salespeople:
A. Kohli (1989)
The Selling Situation as a Moderator of the Personality-Sales Performance Relationship: an Empirical Investigation
R. Avila (1986)
Job satisfaction, organizational commitment and job performance - partial meta - analysis
A. Gondek (2010)
Jagdip Singh Boundary Role Ambiguity : Facets , Determinants , and Impacts
J. Singh (2007)
10.1080/08853134.1995.10754027
Salesperson Evaluation Using Relative Performance Efficiency: The Application of Data Envelopment Analysis
J. Boles (2013)
10.1177/002224378502200407
Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self- Esteem, Job Satisfaction, and Motivation
A. Kohli (1985)
10.1177/001872678303600206
Role Perception-Outcome Relationships: Moderating Effects of Situational Variables
A. Bedeian (1983)
10.1080/12297119.2001.9707519
조직특성 및 개인특성이 판매원 성과에 미치는 영향
Jun Sang Sohn (2001)
10.1016/0019-8501(85)90016-1
Industrial sales managers: Satisfaction and performance
James M. Comer (1985)
10.2753/PSS0885-3134280205
Effects of Sales Force Automation use on Sales Force Activities and Customer Relationship Management Processes
Jean-Michel Moutot (2008)
10.1080/08853134.2000.10754226
Research Note: An Exploratory Analysis of Salesperson Perceptions of the Criteria Used in Performance Appraisals, Job Satisfaction, and Organizational Commitment
Charles E. Pettijohn (2000)
10.1371/journal.pone.0222715
Why are Chinese workers so unhappy? A comparative cross-national analysis of job satisfaction, job expectations, and job attributes
X. Zhang (2019)
10.32890/MMJ.15.2011.8971
ROLE AMBIGUITY AND JOB PERFORMANCE OF EMPLOYEES IN THE SERVICE SECTOR SMEs IN MALAYSIA
S. June (2020)
10.2307/1251127
Role Stress among Industrial Buyers: An Integrative Model:
Ronald E. Michaels (1987)
10.1002/JOB.416
Locus of control at work: a meta‐analysis
Thomas W. H. Ng (2006)
10.1080/08853134.1994.10753990
The Multiple Dimensions of Role Ambiguity and Their Impact Upon Psychological and Behavioral Outcomes of Industrial Salespeople
Gary K. Rhoads (2013)
10.2466/pr0.1988.62.3.815
Role-Stress Differences between Salesmen and Saleswomen: Effect on Job Satisfaction and Performance
R. R. Lagace (1988)
10.1007/BF02726645
Performance congruence and value congruence impact on sales force annual sales
William A. Weeks (1989)
10.2307/1251506
A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons
Douglas N. Behrman (1984)
Factors Associated with Salespersons' Use of Influence Tactics and Their Outcomes : An Exploratory Study
S. Nonis (1992)
10.1108/00483481011030557
Consequences of the performance appraisal experience
Michelle Brown (2010)
See more
Semantic Scholar Logo Some data provided by SemanticScholar