Salesperson performance and job attitudes revisited: An extended model and effects of potential moderators

European Journal of Marketing

Volumn 36, Issue 11-12, 2002, Pages 1389-1414

  Yilmaz, Cengiz ^a  

^a GEBZE TECHNICAL UNIVERSITY   (Turkey)

Author keywords

Job satisfaction; Sales management; Salesforce

Indexed keywords

EID: 31144455476     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560210445236     Document Type: Article

References (60)

1. Allen, N.J. and Meyer, J.P. (1990), “The measurement and antecedents of affective, continuance, and normative commitment to the organization”, Journal of Occupational Psychology, Vol. 63, pp. 1‐18.
2. Allen, N.J. and Meyer, J.P. (1993), “Organizational commitment: evidence of career stage effects?”, Journal of Business Research, Vol. 26 No. 1, pp. 49‐61.
3. Anderson, J.C. and Gerbing, D.W. (1988), “Structural modeling in practice: a review and recommended two‐step approach”, Psychological Bulletin, Vol. 103 No. 3, pp. 411‐23.
4. Armstrong, J.S. and Overton, T.S. (1977), “Estimating nonresponse bias in mail surveys”, Journal of Marketing Research, Vol. 14, August, pp. 396‐402.
5. Babin, B.J. and Boles, J.S. (1998), “Employee behavior in a service environment: a model and test of potential differences between men and women”, Journal of Marketing, Vol. 62, April, pp. 77‐91.
6. Bagozzi, R.P. (1980), “Performance and satisfaction in an industrial sales force: an examination of their antecedents and simultaneity”, Journal of Marketing, Vol. 44, Spring, pp. 65‐77.
7. Baird, L. and Kram, K. (1983), “Career dynamics: managing the superior/subordinate relationship”, Organizational Dynamics, Vol. 11, Spring, pp. 44‐64.
8. Bartol, K.M. (1979), “Professionalism as a predictor of organizational commitment, role stress, and turnover: a multidimensional approach”, Academy of Management Journal, Vol. 22, December, pp. 815‐21.
9. Becker, H.S. (1960), “Notes on the concept of commitment”, American Journal of Sociology, Vol. 66, pp. 32‐40.
10. Behrman, D.N. and Perreault, W.D. (1984), “A role stress model of the performance and satisfaction of industrial salespersons”, Journal of Marketing, Vol. 48, Fall, pp. 9‐21.
11. Brett, J.F., Cron, W.L. and Slocum, J.W. Jr (1995), “Economic dependency on work: a moderator of the relationships between organizational commitment and performance”, Academy of Management Journal, Vol. 38 No. 1, pp. 261‐71.
12. Brown, S.P. and Peterson, R.A. (1993), “Antecedents and consequences of salesperson job satisfaction: meta‐analysis and assessment of causal effects”, Journal of Marketing Research, Vol. 30, February, pp. 63‐77.
13. Brown, S.P. and Peterson, R.A. (1994), “The effect of effort on sales performance and satisfaction”, Journal of Marketing, Vol. 30, February, pp. 63‐77.
14. Churchill, G.A., Ford, N.M., Hartley, S.W. and Walker, O.C. (1985), “The determinants of salesperson performance: a meta‐analysis”, Journal of Marketing Research, Vol. 22, May, pp. 103‐18.
15. Cohen, A. (1991), “Career stage as a moderator of the relationships between organizational commitment and its outcomes”, Journal of Occupational Psychology, Vol. 64, pp. 253‐68.
16. Cohen, A. (1993), “Organizational commitment and turnover: a meta‐analysis”, Academy of Management Journal, Vol. 36 No. 5, pp. 1140‐57.
17. Cron, W.L. (1984), “Industrial salesperson development: a career stages perspective”, Journal of Marketing, Vol. 48, Fall, pp. 41‐52.
18. Cron, W.L. and Slocum, J.W. (1984), “Career stage effects in the industrial salesforce”, in Belk, R.W. et al. (Eds), AMA Educators’ Proceedings, American Marketing Association, Chicago, IL, pp. 148‐52.
19. Cron, W.L. and Slocum, J.W. (1986), “The influence of career stages on salespeople’s job attitudes, work perceptions, and performance”, Journal of Marketing Research, Vol. 23, May, pp. 119‐29.
20. Cron, W.L., Dubinsky, A.J. and Michaels, R.E. (1988), “The influence of career stages on components of salesperson motivation”, Journal of Marketing, Vol. 52, January, pp. 78‐92.
21. Erikson, E. (1968), Identity, Youth, and Crisis, W.W. Norton & Co, New York, NY.
22. Fishbein, M. (Ed.) (1967), Readings in Attitude Theory and Measurement, John Wiley & Sons, New York, NY.
23. Fornell, C. and Larcker, D.F. (1981), “Evaluating structural equation models with unobservable variables and measurement error”, Journal of Marketing Research, Vol. 18, February, pp. 39‐50.
24. Futrell, C.M. and Parasuraman, A. (1984), “The relationship of satisfaction and performance to salesforce turnover”, Journal of Marketing, Vol. 48, Fall, pp. 33‐40.
25. Grant, K. (2001), “The role of satisfaction with territory design on the motivation, attitudes, and work outcomes of salespeople”, Journal of the Academy of Marketing Science, Vol. 29 No. 2, pp. 165‐79.
26. Grant, K. and Cravens, D.W. (1999), “Examining the antecedents of sales organization effectiveness: an Australian study”, European Journal of Marketing, Vol. 33 No. 9/10, pp. 945‐57.
27. Hackman, J.R. and Oldham, G.R. (1980), Work Redesign, Addison‐Wesley, Reading, MA.
28. Hall, D.T. and Nougaim, K. (1968), “An examination of Maslow’s need hierarchy in an organizational setting”, Organizational Behavior and Human Performance, Vol. 3, February, pp. 12‐35.
29. Harris, M.M. and Schaubroeck, J. (1988), “A meta‐analysis of self‐supervisor, self‐peer, and peer‐supervisors’ ratings”, Personnel Psychology, Vol. 41, pp. 43‐62.
30. Hunt, S.D. and Chonko, L.B. (1984), “Marketing and machiavellianism”, Journal of Marketing, Vol. 48, Summer, pp. 30‐42.
31. Hunt, S.D., Chonko, L.B. and Wood, V.R. (1985), “Organizational commitment and marketing”, Journal of Marketing, Vol. 49, Winter, pp. 112‐26.
32. Hrebiniak, L. and Alutto, J.A. (1972), “Personal and role‐related factors in the development of organizational commitment”, Administrative Science Quarterly, Vol. 17 No. 3, pp. 555‐72.
33. Iaffaldano, M.T. and Muchinsky, P.M. (1985), “Job satisfaction and job performance: a meta‐analysis”, Psychological Bulletin, Vol. 97 No. 2, pp. 251‐73.
34. Ivancevich, J.M. and Donnelly, J.H. Jr (1974), “A study of role clarity and need for role clarity for three occupational groups”, Academy of Management Journal, Vol. 17, March, pp. 28‐36.
35. Jackofsky, E. (1984), “Turnover and job performance: an integrated process model”, Academy of Management Review, Vol. 9, January, pp. 74‐83.
36. Johnston, M.W., Parasuraman, A., Futrell, C.M. and Black, W.C. (1990), “A longitudinal assessment of the impact of selected organizational influences on salespeople’s organizational commitment during early employment”, Journal of Marketing Research, Vol. 27, August, pp. 333‐44.
37. Jöreskog, K.G. and Sörbom, D. (1993), LISREL 8: A Guide to the Program and Applications, SPSS, Chicago, IL.
38. Locke, E.A. (1976), “The nature and causes of job satisfaction”, in Dunnette, M. (Ed.), Handbook of Industrial and Organizational Psychology, Rand and McNally, Chicago, IL.
39. Lucas, G.H., Babakus, E. and Ingram, T.N. (1990), “An empirical test of the job satisfaction‐turnover relationship: assessing the role of job performance for retail managers”, Journal of the Academy of Marketing Science, Vol. 18, Summer, pp. 199‐208.
40. Lucas, G.H., Parasuraman, A., Davis, R.A. and Enis, B.M. (1987), “An empirical study of salesforce turnover”, Journal of Marketing, Vol. 51, July, pp. 34‐59.
41. MacKenzie, S.B., Podsakoff, P.M. and Ahearne, M. (1998), “Some possible antecedents and consequences of in‐role and extra‐role salesperson performance”, Journal of Marketing, Vol. 62, July, pp. 87‐98.
42. McGee, G.W. and Ford, R.C. (1987), “Two (or more?) dimensions of organizational commitment: reexamination of the affective and continuance commitment scales”, Journal of Applied Psychology, Vol. 72, pp. 638‐41.
43. Meyer, J.P. and Allen, N.J. (1991), “A three‐component conceptualization of organizational commitment”, Human Resource Management Review, Vol. 1, pp. 61‐89.
44. Meyer, J.P., Allen, N.J. and Smith, C.A. (1993), “Commitment to organizations and occupations: extension and test of a three‐component conceptualization”, Journal of Applied Psychology, Vol. 78, pp. 538‐51.
45. Mowday, R.T., Porter, L.W. and Steers, R.M. (1982), Employee‐Organization Linkages: The Psychology of Commitment, Absenteeism, and Turnover, Academic Press, San Francisco, CA.
46. Mowday, R.T., Steers, R.M. and Porter, L.W. (1979), “The measurement of organizational commitment”, Journal of Vocational Behavior, Vol. 14, pp. 224‐27.
47. Murphy, W.H. and Sohi, R.S. (1995), “Salespersons’ perceptions about sales contests: towards a greater understanding”, European Journal of Marketing, Vol. 29 No. 13, pp. 42‐66.
48. Nunnally, J.C. (1978), Psychometric Theory, McGraw‐Hill, New York, NY.
49. Podsakoff, P.M. and Williams, L.J. (1986), “The relationship between job performance and job satisfaction”, in Locke, E.A. (Ed.), Generalizing from Laboratory to Field Settings, Lexington Books, Lexington, MA.
50. Porter, L.W. and Lawler, E.E. (1968), Managerial Attitudes and Performance, Richard Irwin and Associates, Homewood, IL.
51. Porter, L.W., Steers, R., Mowday, R.T. and Boulian, P. (1974), “Organizational commitment, job satisfaction, and turnover among psychiatric technicians”, Journal of Applied Psychology, Vol. 59, pp. 603‐9.
52. Ravipreet, S. (1996), “The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance, and job satisfaction”, European Journal of Marketing, Vol. 30 No. 7, pp. 49‐60.
53. Slocum, J. Jr and Cron, W.L. (1985), “Job attitudes and performance during three career stages”, Journal of Vocational Behavior, Vol. 26, April, pp. 126‐45.
54. Sullivan, S.E. (1999), “The changing nature of careers: a review and research agenda”, Journal of Management, Vol. 25 No. 3, pp. 457‐28.
55. Super, D. (1957), The Psychology of Careers, Harper and Row Publishers, New York, NY.
56. Walker, O.C., Churchill, G.A. Jr and Ford, N.M. (1977), “Motivation and performance in industrial selling: present knowledge and needed research”, Journal of Marketing Research, Vol. 14, May, pp. 155‐68.
57. Weeks, W.A., Moore, C.W., McKinney, J.A. and Longenecker, J.G. (1999), “The effects of career stage on ethical judgement”, Journal of Business Ethics, Vol. 20 No. 4, pp. 301‐13.
58. Weitz, B.A. (1981), “Effectiveness in sales interactions: a contingency framework”, Journal of Marketing, Vol. 45, Winter, pp. 85‐103.
59. Werbel, J. and Gould, S. (1984), “A comparison of the relationship of commitment to turnover in recent hires and tenured employees”, Journal of Applied Psychology, Vol. 69, pp. 687‐90.
60. Wiersma, U.C. (1992), “The effect of extrinsic rewards in intrinsic motivation: a meta‐analysis”, Journal of Occupational and Organizational Psychology, Vol. 65 No. 3, pp. 101‐15.