메뉴 건너뛰기




Volumn 26, Issue 3, 2006, Pages 271-282

The role of ethical climate on salesperson's role stress, job attitudes, turnover intention, and job performance

Author keywords

[No Author keywords available]

Indexed keywords


EID: 33746420488     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134260302     Document Type: Article
Times cited : (240)

References (75)
  • 1
    • 41649112685 scopus 로고
    • "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach"
    • (May)
    • Anderson, James C., and David W. Gerbing (1988), "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach," Psychological Bulletin, 103, 3 (May), 411-423.
    • (1988) Psychological Bulletin , vol.103 , Issue.3 , pp. 411-423
    • Anderson, J.C.1    Gerbing, D.W.2
  • 2
    • 3142665694 scopus 로고    scopus 로고
    • "Understanding Adolescent Intentions to Smoke: An Examination of Relationships Among Social Influence, Prior Trial Behavior, and Anti-Tobacco Campaign Advertising"
    • Andrews, Craig J., Richard G. Netemeyer, Scot Burton, D. Paul Moberg, and Ann Christiansen (2004), "Understanding Adolescent Intentions to Smoke: An Examination of Relationships Among Social Influence, Prior Trial Behavior, and Anti-Tobacco Campaign Advertising," Journal of Marketing, 66 (3), 110-123.
    • (2004) Journal of Marketing , vol.66 , Issue.3 , pp. 110-123
    • Andrews, C.J.1    Netemeyer, R.G.2    Burton, S.3    Moberg, D.P.4    Christiansen, A.5
  • 3
    • 0000357545 scopus 로고
    • "Estimating Nonresponse Bias in Mail Survey"
    • Armstrong, Scott J., and Terry S. Overton (1977), Estimating Nonresponse Bias in Mail Survey," Journal of Marketing, 14 (3), 396-402.
    • (1977) Journal of Marketing , vol.14 , Issue.3 , pp. 396-402
    • Armstrong, S.J.1    Overton, T.S.2
  • 4
    • 22444454445 scopus 로고    scopus 로고
    • "The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships"
    • (Winter)
    • Babakus, Emin, David W. Cravens, Mark Johnston, and William C. Moncrief (1999), "The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships," Journal of the Academy of Marketing Science, 27, 1 (Winter), 58-70.
    • (1999) Journal of the Academy of Marketing Science , vol.27 , Issue.1 , pp. 58-70
    • Babakus, E.1    Cravens, D.W.2    Johnston, M.3    Moncrief, W.C.4
  • 5
    • 23044521090 scopus 로고    scopus 로고
    • "Representing the Perceived Ethical Work Climate Among Marketing Employees"
    • Babin, Barry J., James S. Boles, and Donald P. Robin (2000), "Representing the Perceived Ethical Work Climate Among Marketing Employees," Journal of the Academy of Marketing Science, 28 (3), 345-358.
    • (2000) Journal of the Academy of Marketing Science , vol.28 , Issue.3 , pp. 345-358
    • Babin, B.J.1    Boles, J.A.2    Robin, D.P.3
  • 6
    • 0001815797 scopus 로고
    • "A Model for Ethics in Marketing"
    • (January)
    • Bartels, Robert (1967), "A Model for Ethics in Marketing," Journal of Marketing, 31, 1 (January), 20-26.
    • (1967) Journal of Marketing , vol.31 , Issue.1 , pp. 20-26
    • Bartels, R.1
  • 7
    • 0001903493 scopus 로고
    • "A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons"
    • (Fall)
    • Behrman, Douglas N., and William D. Perreault (1984), "A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons," Journal of Marketing, 48, 4 (Fall), 9-21.
    • (1984) Journal of Marketing , vol.48 , Issue.4 , pp. 9-21
    • Behrman, D.N.1    Perreault, W.D.2
  • 8
    • 13844269219 scopus 로고    scopus 로고
    • "Stressors and Job Outcomes in Sales: A Triphasic Model Versus a Linear-Quadratic-Interactive Model"
    • (February)
    • Bhuian, Shahid N., Bulent Menguc, and Rene Borsboom (2005), "Stressors and Job Outcomes in Sales: A Triphasic Model Versus a Linear-Quadratic-Interactive Model," Journal of Business Research, 58, 2 (February), 141-150.
    • (2005) Journal of Business Research , vol.58 , Issue.2 , pp. 141-150
    • Bhuian, S.N.1    Menguc, B.2    Borsboom, R.3
  • 9
    • 84871943274 scopus 로고    scopus 로고
    • "Role Stress, Work-Family Conflict and Emotional Exhaustion: Inter-Relationships and Effects on Some Work-Related Consequences"
    • (Winter)
    • Boles, James S., Mark W. Johnston, and Joseph F. Hair, Jr. (1997), "Role Stress, Work-Family Conflict and Emotional Exhaustion: Inter-Relationships and Effects on Some Work-Related Consequences," Journal of Personal Selling & Sales Management, 17, 1 (Winter), 17-28.
    • (1997) Journal of Personal Selling & Sales Management , vol.17 , Issue.1 , pp. 17-28
    • Boles, J.S.1    Johnston, M.W.2    Hair Jr., J.F.3
  • 10
    • 1642578124 scopus 로고    scopus 로고
    • "Social Antecedents of the Role Stress and Career Enhancing Strategies of Newcomers to Organizations: A Longitudinal Study"
    • Bravo, Maria Jesés, José Maria Peiró, Isabel Rodríguez, and William T. Whitely (2003), "Social Antecedents of the Role Stress and Career Enhancing Strategies of Newcomers to Organizations: A Longitudinal Study," Work & Stress, 17 (3), 195-217.
    • (2003) Work & Stress , vol.17 , Issue.3 , pp. 195-217
    • Bravo, M.J.1    Peiró, J.M.2    Rodríguez, I.3    Whitely, W.T.4
  • 11
    • 21344479074 scopus 로고
    • "Job Search Behavior of Employed Managers"
    • Bretz, Robert D., John W. Boudreau, and Timothy A. Judge (1994), "Job Search Behavior of Employed Managers," Personnel Psychology, 47 (2), 275-301.
    • (1994) Personnel Psychology , vol.47 , Issue.2 , pp. 275-301
    • Bretz, R.D.1    Boudreau, J.W.2    Judge, T.A.3
  • 12
    • 21144480256 scopus 로고
    • "Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects"
    • (February)
    • Brown, Steven P., and Robert A. Peterson (1993), "Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects," Journal of Marketing Research, 30 (February), 63-77.
    • (1993) Journal of Marketing Research , vol.30 , pp. 63-77
    • Brown, S.P.1    Peterson, R.A.2
  • 13
    • 33746454445 scopus 로고
    • "Measuring the Importance of Ethical Situations as a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel"
    • (May)
    • Chonko, Lawrence B., and John Burnett (1983), "Measuring the Importance of Ethical Situations as a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel," Journal ofTersonal Selling & Sales Management, 3, 1 (May), 41-47.
    • (1983) Journal of Personal Selling & Sales Management , vol.3 , Issue.1 , pp. 41-47
    • Chonko, L.B.1    Burnett, J.2
  • 18
    • 31144475599 scopus 로고    scopus 로고
    • "Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following Failure"
    • (Fall)
    • Dixon, Andrea L., and Susan M.B. Schertzer (2005), "Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following Failure," Journal of Personal Selling & Sales Management, 25, 1 (Fall), 361-369.
    • (2005) Journal of Personal Selling & Sales Management , vol.25 , Issue.1 , pp. 361-369
    • Dixon, A.L.1    Schertzer, S.M.B.2
  • 19
    • 1642587243 scopus 로고    scopus 로고
    • "Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors"
    • Donavan, D. Todd, Tom J. Brown, and John C. Mowen (2004), "Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors," Journal of Marketing, 68 (1), 128-140.
    • (2004) Journal of Marketing , vol.68 , Issue.1 , pp. 128-140
    • Donavan, D.T.1    Brown, T.J.2    Mowen, J.C.3
  • 20
    • 0001400804 scopus 로고
    • "Correlates of Salespeople's Ethical Conflict: An Exploratory Investigation"
    • (November)
    • Dubinsky, Alan J., and Thomas N. Ingram (1984), "Correlates of Salespeople's Ethical Conflict: An Exploratory Investigation," Journal of Business Ethics, 3 (November), 343-353.
    • (1984) Journal of Business Ethics , vol.3 , pp. 343-353
    • Dubinsky, A.J.1    Ingram, T.N.2
  • 21
    • 0002525882 scopus 로고
    • "Consequences of Role Conflict and Ambiguity Experienced by Retail Salespeople"
    • (Winter)
    • Dubinsky, Alan J., and Bruce E. Mattson (1979), "Consequences of Role Conflict and Ambiguity Experienced by Retail Salespeople," Journal of Retailing, 55, 4 (Winter), 70-86.
    • (1979) Journal of Retailing , vol.55 , Issue.4 , pp. 70-86
    • Dubinsky, A.J.1    Mattson, B.E.2
  • 23
    • 0000203435 scopus 로고    scopus 로고
    • "A Meta-Analysis of Antecedents and Correlates of Employee Turnover: Update, Moderator Tests, and Research Implications for the Next Millennium"
    • Griffeth, Rodger W., Peter W Hom, and Stefan Gaertner (2000), "A Meta-Analysis of Antecedents and Correlates of Employee Turnover: Update, Moderator Tests, and Research Implications for the Next Millennium," Journal of Management, 26 (3), 463-488.
    • (2000) Journal of Management , vol.26 , Issue.3 , pp. 463-488
    • Griffeth, R.W.1    Hom, P.W.2    Gaertner, S.3
  • 25
    • 0002250681 scopus 로고    scopus 로고
    • "Ethical Correlates of Role Conflict and Ambiguity in Marketing: The Mediating Role of Cognitive Moral Development"
    • (Spring)
    • Ho, Foo Nin, Scott J. Vitell, James H. Barnes, and Rene Desborde (1997), "Ethical Correlates of Role Conflict and Ambiguity in Marketing: The Mediating Role of Cognitive Moral Development, "Journal of the Academy of Marketing Science, 25, 2 (Spring), 117-126.
    • (1997) Journal of the Academy of Marketing Science , vol.25 , Issue.2 , pp. 117-126
    • Ho, F.N.1    Vitell, S.J.2    Barnes, J.H.3    Desborde, R.4
  • 26
    • 85009573379 scopus 로고    scopus 로고
    • "Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations"
    • (Fall)
    • Jaramillo, Fernando, Francois A. Carrillat, and William B. Locander (2003), "Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations," Journal of Personal Selling & Sales Management, 23, 4 (Fall), 369-377.
    • (2003) Journal of Personal Selling & Sales Management , vol.23 , Issue.4 , pp. 369-377
    • Jaramillo, F.1    Carrillat, F.A.2    Locander, W.B.3
  • 27
    • 12144272559 scopus 로고    scopus 로고
    • "A Meta-Analysis of the Relationship Between Organizational Commitment and Salesperson Job Performance: 25 Years of Research"
    • (June)
    • Jaramillo, Fernando, Jay Prakash Mulki, and Greg W. Marshall (2005), "A Meta-Analysis of the Relationship Between Organizational Commitment and Salesperson Job Performance: 25 Years of Research," Journal of Business Research, 58, 6 (June), 705-714.
    • (2005) Journal of Business Research , vol.58 , Issue.6 , pp. 705-714
    • Jaramillo, F.1    Mulki, J.P.2    Marshall, G.W.3
  • 32
    • 0042512367 scopus 로고    scopus 로고
    • "Total Cost/Response Rate Trade-Offs in Mail Survey Research: Impact of Follow-Up Mailings and Monetary Incentives"
    • Larson, Paul D., and Garland Chow (2003), "Total Cost/Response Rate Trade-Offs in Mail Survey Research: Impact of Follow-Up Mailings and Monetary Incentives," Industrial Marketing Management, 32 (7), 533-537.
    • (2003) Industrial Marketing Management , vol.32 , Issue.7 , pp. 533-537
    • Larson, P.D.1    Chow, G.2
  • 33
  • 34
    • 0013118140 scopus 로고    scopus 로고
    • "Power Analysis and Determination of Sample Size for Covariance Structure Modeling"
    • MacCallum, Robert C., Michael W. Browne, and Hazuki M. Sugawara (1996), "Power Analysis and Determination of Sample Size for Covariance Structure Modeling," Psychological Methods, 1 (2), 130-149.
    • (1996) Psychological Methods , vol.1 , Issue.2 , pp. 130-149
    • MacCallum, R.C.1    Browne, M.W.2    Sugawara, H.M.3
  • 35
    • 0027636564 scopus 로고
    • "The Problem of Equivalent Models in Applications of Covariance Structure Analysis"
    • MacCallum, Robert C., Duane T. Wegener, Bert N. Uchino, and Leandre R. Fabrigar (1993), "The Problem of Equivalent Models in Applications of Covariance Structure Analysis," Psychological Bulletin, 114 (1), 185-199.
    • (1993) Psychological Bulletin , vol.114 , Issue.1 , pp. 185-199
    • MacCallum, R.C.1    Wegener, D.T.2    Uchino, B.N.3    Fabrigar, L.R.4
  • 36
    • 33746412678 scopus 로고    scopus 로고
    • "Statistical Equivalence, Semantic Equivalence, Eliminative Induction, and the Raykov Marcoulides Proof of Infinite Equivalence"
    • Markus, Keith A. (2002), "Statistical Equivalence, Semantic Equivalence, Eliminative Induction, and the Raykov Marcoulides Proof of Infinite Equivalence," Structural Equation Modeling, 9 (4), 503-522.
    • (2002) Structural Equation Modeling , vol.9 , Issue.4 , pp. 503-522
    • Markus, K.A.1
  • 37
    • 0034287758 scopus 로고    scopus 로고
    • "Ethics in Personal Selling and Sales Management: A Review of the Literature Focusing on Empirical Findings and Conceptual Foundations"
    • (October)
    • McClaren, Nicholas (2000), "Ethics in Personal Selling and Sales Management: A Review of the Literature Focusing on Empirical Findings and Conceptual Foundations," Journal of Business Ethics, 27 (October), 285-303.
    • (2000) Journal of Business Ethics , vol.27 , pp. 285-303
    • McClaren, N.1
  • 38
    • 85009577189 scopus 로고    scopus 로고
    • "Crisis of Conscience: The Use of Coercive Sales Tactics and Resultant Felt Stress in the Salesperson"
    • (Fall)
    • McFarland, Richard G. (2003), "Crisis of Conscience: The Use of Coercive Sales Tactics and Resultant Felt Stress in the Salesperson," Journal of Personal Selling & Sales Management, 23, 4 (Fall), 311-325.
    • (2003) Journal of Personal Selling & Sales Management , vol.23 , Issue.4 , pp. 311-325
    • McFarland, R.G.1
  • 39
    • 0346899234 scopus 로고    scopus 로고
    • "Statistical Power and Structural Equation Models in Business Research"
    • (February)
    • McQuitty, Shaun (2004), "Statistical Power and Structural Equation Models in Business Research," Journal of Business Research, 57, 2 (February), 175-183.
    • (2004) Journal of Business Research , vol.57 , Issue.2 , pp. 175-183
    • McQuitty, S.1
  • 41
    • 0036679862 scopus 로고    scopus 로고
    • "Affective, Continuance, and Normative Commitment to the Organization: A Meta-Analysis of Antecedents, Correlates, and Consequences"
    • Meyer, John P., David J. Stanley, Lynne Herscovitch, and Laryssa Topolnytsky (2002), "Affective, Continuance, and Normative Commitment to the Organization: A Meta-Analysis of Antecedents, Correlates, and Consequences, "Journal of Vocational Behavior, 61 (1), 20-52.
    • (2002) Journal of Vocational Behavior , vol.61 , Issue.1 , pp. 20-52
    • Meyer, J.P.1    Stanley, D.J.2    Herscovitch, L.3    Topolnytsky, L.4
  • 42
    • 33746388101 scopus 로고    scopus 로고
    • "Effects of Ethical Climate and Supervisory Trust on Salesperson's Job Attitudes and Intentions to Quit"
    • (Winter)
    • Mulki, Jay P., Fernando Jaramillo, and William B. Locander (2006), "Effects of Ethical Climate and Supervisory Trust on Salesperson's Job Attitudes and Intentions to Quit," Journal of Personal Selling & Sales Management, 26, 1 (Winter), 19-26.
    • (2006) Journal of Personal Selling & Sales Management , vol.26 , Issue.1 , pp. 19-26
    • Mulki, J.P.1    Jaramillo, F.2    Locander, W.B.3
  • 43
    • 85009547448 scopus 로고    scopus 로고
    • "Examining the Relationship Between Work Attitudes and Propensity to Leave Among Expatriate Salespeople"
    • (Fall)
    • Naumann, Earl, Scott M. Widmier, and Donald W Jackson (2000), "Examining the Relationship Between Work Attitudes and Propensity to Leave Among Expatriate Salespeople," Journal of Personal Selling & Sales Management, 20, 4 (Fall), 227-241.
    • (2000) Journal of Personal Selling & Sales Management , vol.20 , Issue.4 , pp. 227-241
    • Naumann, E.1    Widmier, S.M.2    Jackson, D.W.3
  • 44
    • 0347693462 scopus 로고    scopus 로고
    • "A Cross-National Model of Job-Related Outcomes of Work Role and Family Role Variables: A Retail Sales Context"
    • (Winter)
    • Netemeyer, Richard G., Thomas Brashear-Alejandro, and James S. Boles (2004), "A Cross-National Model of Job-Related Outcomes of Work Role and Family Role Variables: A Retail Sales Context," Journal of the Academy of Marketing Science, 32, 1 (Winter), 49-60.
    • (2004) Journal of the Academy of Marketing Science , vol.32 , Issue.1 , pp. 49-60
    • Netemeyer, R.G.1    Brashear-Alejandro, T.2    Boles, J.S.3
  • 45
    • 30344453929 scopus 로고    scopus 로고
    • "Ethical Codes of Conduct in Irish Companies: A Survey of Code Content and Enforcement Procedures"
    • (February)
    • O'Dwyer, Brendan, and Grainne Madden (2006), "Ethical Codes of Conduct in Irish Companies: A Survey of Code Content and Enforcement Procedures," Journal of Business Ethics, 63 (February), 217-236.
    • (2006) Journal of Business Ethics , vol.63 , pp. 217-236
    • O'Dwyer, B.1    Madden, G.2
  • 47
    • 0037260233 scopus 로고    scopus 로고
    • "Formal Mentoring Versus Supervisor and Coworker Relationships: Differences in Perceptions and Impact"
    • Raabe Babette, and Terry A. Bechr (2003), "Formal Mentoring Versus Supervisor and Coworker Relationships: Differences in Perceptions and Impact," Journal of Organizational Behavior, 24 (3), 271-293.
    • (2003) Journal of Organizational Behavior , vol.24 , Issue.3 , pp. 271-293
    • Raabe, B.1    Bechr, T.A.2
  • 48
    • 0242350322 scopus 로고    scopus 로고
    • "Antecedents and Consequences of Merit Pay Fairness for Industrial Sales-people"
    • Ramaswami, Sridhar N., and Jagdip Singh (2003), "Antecedents and Consequences of Merit Pay Fairness for Industrial Sales-people", Journal of Marketing, 67 (4), 46-66.
    • (2003) Journal of Marketing , vol.67 , Issue.4 , pp. 46-66
    • Ramaswami, S.N.1    Singh, J.2
  • 49
    • 0000846972 scopus 로고
    • "Role Conflict and Ambiguity in Complex Organizations"
    • (June)
    • Rizzo, John R., Robert J. House, and Sidney L. Lirtzman (1970), "Role Conflict and Ambiguity in Complex Organizations," Administrative Science Quarterly, 15, 2 (June), 150-162.
    • (1970) Administrative Science Quarterly , vol.15 , Issue.2 , pp. 150-162
    • Rizzo, J.R.1    House, R.J.2    Lirtzman, S.L.3
  • 50
    • 0010950227 scopus 로고
    • "A Structural Model Depicting Sales-people's Job Stress"
    • Sager, Jeffrey K. (1994), "A Structural Model Depicting Sales-people's Job Stress," Journal of the Academy of Marketing Science, 22 (1), 74-84.
    • (1994) Journal of the Academy of Marketing Science , vol.22 , Issue.1 , pp. 74-84
    • Sager, J.K.1
  • 52
    • 85009561186 scopus 로고    scopus 로고
    • "The Relationship Between Ethical Conflict, Organizational Commitment, and Turn-over Intentions in the Salesforce"
    • (Winter)
    • Schwepker, Charles H., Jr. (1999), "The Relationship Between Ethical Conflict, Organizational Commitment, and Turn-over Intentions in the Salesforce," Journal of Personal Selling & Sales Management, 19, 1 (Winter), 43-49.
    • (1999) Journal of Personal Selling & Sales Management , vol.19 , Issue.1 , pp. 43-49
    • Schwepker Jr., C.H.1
  • 53
    • 0041870919 scopus 로고    scopus 로고
    • "Ethical Climate's Relationship to Job Satisfaction, Organizational Commitment and Turnover in the Sales Force"
    • Schwepker, Charles H., Jr. (2001), "Ethical Climate's Relationship to Job Satisfaction, Organizational Commitment and Turnover in the Sales Force," Journal of Business Research, 54 (1), 39-52.
    • (2001) Journal of Business Research , vol.54 , Issue.1 , pp. 39-52
    • Schwepker Jr., C.H.1
  • 54
    • 0242298105 scopus 로고    scopus 로고
    • "An Exploratory Investigation of the Relationship Between Ethical Conflict and Salesperson Performance"
    • Schwepker, Charles H., Jr. (2003), "An Exploratory Investigation of the Relationship Between Ethical Conflict and Salesperson Performance, "Journal of Business & Industrial Marketing. 18 (4-5), 435-446.
    • (2003) Journal of Business & Industrial Marketing , vol.18 , Issue.4-5 , pp. 435-446
    • Schwepker Jr., C.H.1
  • 55
    • 17244379668 scopus 로고    scopus 로고
    • "Marketing Control and Sales Force Customer Orientation"
    • (Summer)
    • Schwepker, Charles H., Jr., and David J. Good (2004), "Marketing Control and Sales Force Customer Orientation," Journal of Personal Selling & Sales Management, 24, 3 (Summer), 167-179.
    • (2004) Journal of Personal Selling & Sales Management , vol.24 , Issue.3 , pp. 167-179
    • Schwepker Jr., C.H.1    Good, D.J.2
  • 56
    • 21644490075 scopus 로고    scopus 로고
    • "Managing the Ethical Climate of Customer-Contact Service Employees"
    • (May)
    • Schwepker, Charles H., Jr., and Michael D. Hartline (2005), "Managing the Ethical Climate of Customer-Contact Service Employees," Journal of Service Research, 7, 4 (May), 377-397.
    • (2005) Journal of Service Research , vol.7 , Issue.4 , pp. 377-397
    • Schwepker Jr., C.H.1    Hartline, M.D.2
  • 57
    • 0031496804 scopus 로고    scopus 로고
    • "The Influence of Ethical Climate and Ethical Conflict on Role Stress in the Sales Force"
    • Schwepker, Charles H., Jr., O.C. Ferrell, and Thomas N. Ingram (1997), "The Influence of Ethical Climate and Ethical Conflict on Role Stress in the Sales Force," Journal of the Academy of Marketing Science, 25 (2), 99-108.
    • (1997) Journal of the Academy of Marketing Science , vol.25 , Issue.2 , pp. 99-108
    • Schwepker Jr., C.H.1    Ferrell, O.C.2    Ingram, T.N.3
  • 59
    • 0032366302 scopus 로고    scopus 로고
    • "Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople"
    • (July)
    • Singh, Jagdip (1998), "Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople," Journal of Marketing, 62, 3 (July), 69-86.
    • (1998) Journal of Marketing , vol.62 , Issue.3 , pp. 69-86
    • Singh, J.1
  • 60
    • 0030486253 scopus 로고    scopus 로고
    • "Do Organizational Practices Matter in Role Stress Processes? A Study of Direct and Moderating Effects for Marketing-Oriented Boundary Spanners"
    • (July)
    • Singh, Jagdip, Willem Verbeke, and Gary K. Rhoads (1996), "Do Organizational Practices Matter in Role Stress Processes? A Study of Direct and Moderating Effects for Marketing-Oriented Boundary Spanners," Journal of Marketing. 60, 3 (July), 69-86.
    • (1996) Journal of Marketing , vol.60 , Issue.3 , pp. 69-86
    • Singh, J.1    Verbeke, W.2    Rhoads, G.K.3
  • 62
    • 0022326121 scopus 로고
    • "Measurement of Human Service Staff Satisfaction: Development of the Job Satisfaction Survey"
    • (December)
    • Spector, Paul E. (1985), "Measurement of Human Service Staff Satisfaction: Development of the Job Satisfaction Survey," American Journal of Community Psychology, 13 (December), 693-713.
    • (1985) American Journal of Community Psychology , vol.13 , pp. 693-713
    • Spector, P.E.1
  • 65
    • 0036021511 scopus 로고    scopus 로고
    • "The Hidden Minefields in the Adoption of Sales Force Automation Technologies"
    • (July)
    • Speier, Cheri, and Viswanath Venkatesh (2002), "The Hidden Minefields in the Adoption of Sales Force Automation Technologies," Journal of Marketing, 66, 3 (July), 98-111.
    • (2002) Journal of Marketing , vol.66 , Issue.3 , pp. 98-111
    • Speier, C.1    Venkatesh, V.2
  • 66
    • 84993021371 scopus 로고
    • "Job Satisfaction, Organizational Commitment, Turnover Intention, and Turnover: Path Analyses Based on Meta-Analytic Findings"
    • Tett, Robert P, and John P. Meyer (1993), "Job Satisfaction, Organizational Commitment, Turnover Intention, and Turnover: Path Analyses Based on Meta-Analytic Findings," Personnel Psychology, 46 (2), 259-293.
    • (1993) Personnel Psychology , vol.46 , Issue.2 , pp. 259-293
    • Tett, R.P.1    Meyer, J.P.2
  • 69
    • 0000303571 scopus 로고    scopus 로고
    • "Jackson and Schuler (1985) Revisited: A Meta-Analysis of the Relationships Between Role Ambiguity, Role Conflict, and Job Performance"
    • Turbe, Travis C., and Judith M. Collins (2000), "Jackson and Schuler (1985) Revisited: A Meta-Analysis of the Relationships Between Role Ambiguity, Role Conflict, and Job Performance," Journal of Management, 26 (1), 155-169.
    • (2000) Journal of Management , vol.26 , Issue.1 , pp. 155-169
    • Turbe, T.C.1    Collins, J.M.2
  • 70
    • 0347530067 scopus 로고    scopus 로고
    • "Performance, Satisfaction and Turnover in Call Centers: The Effects of Stress and Optimism"
    • (January)
    • Tuten, Tracy L., and Presha E. Neidermeyer (2004), "Performance, Satisfaction and Turnover in Call Centers: The Effects of Stress and Optimism," Journal of Business Research, 57 (January), 26-34.
    • (2004) Journal of Business Research , vol.57 , pp. 26-34
    • Tuten, T.L.1    Neidermeyer, P.E.2
  • 71
    • 85009539349 scopus 로고    scopus 로고
    • "Ethics Code Awareness, Perceived Ethical Values, and Organizational Commitment"
    • (Fall)
    • Valentine, Sean, and Tim Barnett (2003), "Ethics Code Awareness, Perceived Ethical Values, and Organizational Commitment," Journal of Personal Selling & Sales Management, 23, 4 (Fall), 359-367.
    • (2003) Journal of Personal Selling & Sales Management , vol.23 , Issue.4 , pp. 359-367
    • Valentine, S.1    Barnett, T.2
  • 72
    • 0041162126 scopus 로고    scopus 로고
    • "The Relationship of Role Conflict and Ambiguity to Organizational Culture"
    • Steven L. Sauter and Lawrence R. Murphy, eds., Washington, DC: American Psychological Association
    • Velde, Marjolijn Van Der, and Michael D. Class (1996), "The Relationship of Role Conflict and Ambiguity to Organizational Culture," in Organizational Risk Factors for Job Stress, Steven L. Sauter and Lawrence R. Murphy, eds., Washington, DC: American Psychological Association, 53-59.
    • (1996) Organizational Risk Factors for Job Stress , pp. 53-59
    • Velde Van Der, M.1    Class, M.D.2
  • 73
    • 0002438690 scopus 로고
    • "Organizational Determinants of the Industrial Salesman's Role Conflict and Role Ambiguity"
    • (January)
    • Walker, Orville C., Jr., Gilbert A. Churchill, Jr., and Neil M. Ford (1975), "Organizational Determinants of the Industrial Salesman's Role Conflict and Role Ambiguity," Journal of Marketing, 39, 1 (January), 32-39.
    • (1975) Journal of Marketing , vol.39 , Issue.1 , pp. 32-39
    • Walker Jr., O.C.1    Churchill Jr., G.A.2    Ford, N.M.3
  • 74
    • 0031113028 scopus 로고    scopus 로고
    • "Overall Job Satisfaction: How Good Are Single-Item Measures?"
    • Wanous, John P., Arnon E. Reichers, and Michael J. Hudy (1997), "Overall Job Satisfaction: How Good Are Single-Item Measures?" Journal of Applied Psychology, 82 (2), 247-252.
    • (1997) Journal of Applied Psychology , vol.82 , Issue.2 , pp. 247-252
    • Wanous, J.P.1    Reichers, A.E.2    Hudy, M.J.3
  • 75
    • 17244372834 scopus 로고    scopus 로고
    • "The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence"
    • (Summer)
    • Weeks, William A., Terry W Loe, Lawrence B. Chonko, and Kirk Wakefield (2004), "The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence," Journal of Personal Selling & Sales Management, 24, 3 (Summer), 199-214.
    • (2004) Journal of Personal Selling & Sales Management , vol.24 , Issue.3 , pp. 199-214
    • Weeks, W.A.1    Loe, T.W.2    Chonko, L.B.3    Wakefield, K.4


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.