Online citations, reference lists, and bibliographies.
← Back to Search

ANTECEDENTS AND CONSEQUENCES OF SALESPERSON JOB SATISFACTION: META ANALYSIS AND ASSESSMENT OF CAUSAL EFFECTS

S. P. Brown, R. Peterson
Published 1993 · Business

Cite This
Download PDF
Analyze on Scholarcy
Share
A three-phase quantitative investigation of relationships involving salesperson job satisfaction was undertaken. First, the strength, valence, and consistency of pairwise relationships were assesse...
This paper references
10.1207/s15327906mbr2502_1
Evaluating and Modifying Covariance Structure Models: A Review and Recommendation.
D. Kaplan (1990)
10.1016/0148-2963(88)90081-1
Performance and job satisfaction effects on salesperson turnover: A replication and extension
M. Johnston (1988)
10.1007/BF02721973
An empirical test of linkages proposed in the walker, churchill, and ford model of salesforce motivation and performance
R. K. Teas (1980)
10.1037/0021-9010.71.4.606
Turnover functionality versus turnover frequency: A note on work attitudes and organizational effectiveness
C. Williams (1986)
10.2307/2393837
Interorganization Role-Set Relations and the Performance and Satisfaction of Industrial Salesmen
Henry O. Pruden (1972)
10.1177/002224379102800307
Boundary Role Ambiguity in Marketing-Oriented Positions: A Multidimensional, Multifaceted Operationalization
J. Singh (1991)
10.1177/002224298404800405
Industrial Salesperson Development: A Career Stages Perspective
William L. Cron (1984)
10.1177/002224298404800404
The Relationship of Satisfaction and Performance to Salesforce Turnover
Charles M. Futrell (1984)
10.2307/254768
A Study of Role Clarity and Need for Clarity for Three Occupational Groups
J. Ivancevich (1974)
10.1177/002224377601300401
Organizational Climate and Job Satisfaction in the Salesforce
Gilbert A. Churchill (1976)
10.1177/002224378602300306
Selling Activity and Sales Position Taxonomies for Industrial Salesforces
W. Moncrief (1986)
10.1037/0021-9010.70.2.280
A Meta-Analysis of the Relation of Job Characteristics to Job Satisfaction
Brian T. Loher (1985)
10.1086/296088
The Nature and Causes of Self-Esteem, Performance, and Satisfaction in the Sales Force: A Structural Equation Approach
R. Bagozzi (1980)
10.1177/002224378602300105
Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation
H. Sujan (1986)
10.1177/002224377901600308
A Path Analysis of Causes and Consequences of Salespeople's Perceptions of Role Clarity
R. K. Teas (1979)
10.1037/0033-2909.103.3.391
Goodness-of-fit indexes in confirmatory factor analysis : The effect of sample size
H. Marsh (1988)
10.1177/002224377401100303
Measuring the Job Satisfaction of Industrial Salesmen
Gilbert A. Churchill (1974)
10.5465/AMR.1985.4278960
A review and reconceptualization of organizational commitment.
A. E. Reichers (1985)
10.1177/002224379102800206
Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction
Bernard J. Jaworski (1991)
10.1016/0749-5978(85)90020-2
A meta-analysis and conceptual critique of research on role ambiguity and role conflict in work settings
S. E. Jackson (1985)
10.2307/2089160
Sales Success and Job Satisfaction
J. Pearson (1957)
10.1037/0021-9010.72.4.615
Prosocial behavior, noncompliant behavior, and work performance among commission salespeople.
Sheila M. Puffer (1987)
10.1177/002224379002700307
A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment
M. Johnston (1990)
10.1016/0148-2963(89)90023-4
Psychometric assessment of a reduced version of INDSALES
James M. Comer (1989)
10.5465/255181
Interorganizational Conflict, Linkage, and Exchange: A Study of Industrial Salesmen
Henry O. Pruden (1969)
10.2307/255959
A longitudinal analysis of the antecedents of organizational commitment.
T. S. Bateman (1984)
10.5465/255817
Professionalism as a predictor of organizational commitment, role stress, and turnover: a multidim
K. Bartol (1979)
10.1177/002224378602300204
The Influence of Career Stages on Salespeople's Job Attitudes, Work Perceptions, and Performance
W. Cron (1986)
10.1037/H0076546
Development of the Job Diagnostic Survey
J. Hackman (1975)
10.1037/H0036532
A causal-correlational analysis of the job satisfaction and performance relationship.
J. P. Wanous (1974)
10.1177/001872678203500204
A Unified Model of Turnover from Organizations
Allen C. Bluedorn (1982)
10.1016/0019-8501(89)90015-1
Salesforce turnover: Those who left and those who stayed
Edward F. Fern (1989)
10.1037/0033-2909.83.6.1007
Comparison of correlations, variances, covariances, and regression weights with or without measurement error.
C. Werts (1976)
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)
10.1177/002224298004400208
Performance and Satisfaction in an Industrial Sales Force: An Examination of their Antecedents and Simultaneity
R. Bagozzi (1980)
10.1037/0033-2909.100.1.107
SPECIFICATION SEARCHES IN COVARIANCE STRUCTURE MODELING
R. MacCallum (1986)
10.1037/0033-2909.99.3.388
Review of developments in meta-analytic method.
R. Bangert-Drowns (1986)
10.1037/0033-2909.97.2.251
Job satisfaction and job performance: A meta-analysis.
Michelle T. Iaffaldano (1985)
10.1177/009207038601400304
A Model of Sales Supervisor Leadership Behavior and Retail Salespeople's Job-Related Outcomes:
R. Hampton (1986)
10.1037/0021-9010.68.2.320
A Meta-Analysis of the Correlates of Role Conflict and Ambiguity
C. Fisher (1983)
10.1177/002224298905300405
Patent Infringement of Innovations by Foreign Competitors: The Role of the U.S. International Trade Commission
R. Thomas (1989)
10.1016/0030-5073(75)90021-5
The direction of the causal relationship between job satisfaction and work performance
J. E. Sheridan (1975)



This paper is referenced by
10.1016/J.INDMARMAN.2008.04.004
Salesperson's innovation resistance and job satisfaction in intra-organizational diffusion of sales force automation technologies: The case of South Korea
S. D. Cho (2008)
10.1177/0892020608093264
Managing internal marketing in a New Zealand language school
C. Stachowski (2008)
10.1080/08853134.2000.10754243
Examining the Relationship between Work Attitudes and Propensity to Leave among Expatriate Salespeople
E. Naumann (2000)
10.1108/09564230910995143
Internal branding to influence employees' brand promise delivery: a case study in Thailand
K. Punjaisri (2009)
10.4337/9781781002445.00038
Sales Force Performance: A Typology and Future Research Priorities
M. Ahearne (2011)
Situational variables and related work attitudes and outcomes in a manufacturing concern in the Gauteng Province
Steady Mukondiwa (2012)
10.1002/CJAS.1230
Technology Synergy, Product Characteristics, and New Product Performance: A Meta‐Analytic Review
Kuen-Hung Tsai (2012)
Factors Affecting Employee Turnover and Job Satisfaction : A Case Study of Amari Hotels and Resorts
Boondarig Ronra (2009)
The Importance of Delayed Gratification in B2B Sales
Sergio Robledo (2018)
An examination of quality management practices, human-oriented elements, and organizational performance in the Malaysian higher education institutions
Romle Abd. Rahim (2014)
Employee Pronoun Use In Verbatim Comments As A Predictor Of Job Attitudes And Turnover Intentions
Amy E. Sund (2014)
4. MICRO FINANCE THROUGH SHG -BANK LINKAGE PROGRAMME: A STUDY OF SELECT COMMERCIAL BANKS IN YSR DISTRICT, ANDHRAPRADESH
Jayanthi Patil (2015)
10.5762/KAIS.2017.18.11.381
The Effect of Success Factors of Corporate Knowledge Management on Business Fidelity and Organization Performance: focusing on the mediating effect of organizational learning
Myoung-Sun Jeong (2017)
10.1027/0044-3409.215.2.90
Current Methods for Meta-Analysis
R. Schulze (2007)
10.1108/08858620610708966
A network perspective of account manager performance
M. Hutt (2006)
10.1108/ITP-11-2017-0378
Impact of BYOD on organizational commitment: an empirical investigation
Melina Seedoyal Doargajudhur (2019)
10.1108/JPBM-09-2016-1325
The behavioral consequences of internal brand management among frontline employees
R. D. Preez (2017)
10.20885/JSB.VOL24.ISS1.ART2
The impact of burnout toward affective commitment and turnover intention
Daffa Rashad Mahmod (2020)
A Comparative Analysis of Training, Mentoring and Coaching in the Sales Environment: Evaluating the Impact of Personal Learning on Role Ambiguity and Organizational Commitment
Shalonda K. Bradford (2014)
10.1002/CJAS.1218
How User‐Created‐Content (UCC) Service Quality Influences User Satisfaction and Behaviour
M. Kim (2012)
10.1504/IJSBA.2014.062333
Linking transaction cost and social exchange theory to explain strategic alliance performance: a meta-analytic structural equation model
Rodrigo Isidor (2014)
10.1080/02642069.2010.545391
The effects of inter-role conflicts on turnover intention among frontline service providers: does gender matter?
Min-Hsin Huang (2012)
10.1016/S1475-1488(06)09004-1
Fairness, budget satisfaction, and budget performance: a path analytic model of their relationships
A. Maiga (2006)
10.2753/PSS0885-3134290403
The Effects of Perceived Supervisor Support, Perceived Organizational Support, and Organizational Justice on Turnover among Salespeople
James B. DeConinck (2009)
10.1016/S0148-2963(02)00288-6
Distributive and procedural justice in a sales force context: Scale development and validation
T. Brashear (2004)
THE RELATIONSHIP BETWEEN EMPLOYEE COMMITMENT AND MARKET ORIENTATION
E. Bruning (2004)
10.1108/IJBM-06-2015-0097
The roles of employee job satisfaction and organizational commitment in the internal marketing-employee bank identification relationship
A. A. Bailey (2016)
10.4324/9780203050552-3
Individual Differences Among Service Employees: The Conundrum of Employee Recruitment, Selection, and Retention
Michael D. Hartline (2004)
Commitment Elements Reframed (Antecedents & Consequences) for Organizational Effectiveness.
Sandra L. Fornes (2004)
Empirical examination of sales research : Meta-analysis , social network and nomological network analyses
Chien-Chung Chen (2016)
10.1509/jmkg.71.1.129
Getting Marketers to Invest in Firm-Specific Capital
D. Griffith (2007)
10.1007/978-3-8349-6733-6_19
Verkäuferpersönlichkeit als Garant zufriedener Kunden im Vertrieb
H. Evanschitzky (2011)
See more
Semantic Scholar Logo Some data provided by SemanticScholar