The moderating role of industrial experience in the job satisfaction, intention to leave relationship: An empirical study among salesmen in India

Journal of Business and Industrial Marketing

Volumn 23, Issue 7, 2008, Pages 475-485

  Purani, Keyoor ^a   Sahadev, Sunil ^b  

^a INDIAN INSTITUTE OF MANAGEMENT KOZHIKODE   (India)

^b UNIVERSITY OF SHEFFIELD   (United Kingdom)

Author keywords

Experience; Human resource management; India; Job satisfaction; Motivation (psychology); Salesforce

Indexed keywords

EID: 51749094164     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858620810901239     Document Type: Article

References (24)

1. Aiken, L.S. and West, S.G. (1991), Multiple Regression: Testing and Interpreting Interactions, Sage, Thousand Oaks, CA.
2. Anderson, J.C. and Gerbing, D.W. (1988), "Structural equations modeling in practice: a review and recommended two step approach", Psychological Bulletin, Vol. 103 No. 3, pp. 411-23.
3. BAM (2005), Bulletin to Management: Workplace Policy and Practice Insights since 1950, The Bureau of National Affairs, Inc., Washington, DC.
4. Bagozzi, R.P. (1980), Causal Models in Marketing, Wiley, New York, NY.
5. 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.
6. Behrman, D.N., Bigoness, W.J. and Perreault, W.D. (1981), "Sources of job related ambiguity and their consequences upon salesperson's job satisfaction and performance", Management Science, Vol. 27, November, pp. 1246-60.
7. Bentler, P.M. and Bonett, D.G. (1980), "Significant tests and goodness of fit in the analysis of covariance structures", Psychological Bulletin, Vol. 88, pp. 588-606.
8. 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.
9. Churchill, G.A., Ford, N.M. and Walker, O.C. (1974), "Measuring the job satisfaction of industrial salesmen", Journal of Marketing Research, Vol. 11, August, pp. 254-60.
10. Churchill, G.A., Ford, N.M. and Walker, O.C. (1976), "Organizational climate and job satisfaction in the salesforce", Journal of Marketing Research, Vol. 9, November, pp. 323-32.
11. Churchill, G.A. (1979), "A paradigm for developing better measures of marketing constructs", Journal of Marketing Research, Vol. 16, February, pp. 64-73.
12. Cohen, J. and Cohen, P. (1983), Applied Multiple Regression/correlation Analysis for the Sciences, 2nd ed., Lawrence Erlbaum Associates, London.
13. Flaherty, K.E. and Pappas, J.M. (2002), "The influence of career stage on job attitudes: toward a contingency perspective", Journal of Personal Selling and Sales Management, Vol. 22 No. 3, pp. 135-43.
14. Franke, G.R., Berman, D.N. and Perreault, W.D. (1982), "Sales force performance and satisfaction: contemporaneous relationships and selected antecedents", in Walker, B. et al. (Eds), An Assessment of Marketing Thought and Practice, American Marketing Association, Chicago, IL, pp. 233-7.
15. 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.
16. Joreskog, K.G. and Sorbom, D. (1993), LISREL 8 User's Reference Guide, Scientific Software International, Chicago, IL.
17. Kohli, A. (1989), "Effects of supervisory behavior: the role of individual differences among salespeople", Journal of Marketing, Vol. 53, October, pp. 40-50.
18. Mehta, R., Anderson, F. and Dubinsky, A.J. (2000), "The perceived importance of sales managers' rewards: a career stage perspective", Journal of Business & Industrial Marketing, Vol. 15 No. 7, pp. 507-24.
19. Mulki, J.P., Jaramillo, F. and Locander, W.B. (2006), "Effects of ethical climate and supervisory trust on salesperson's job attitudes and intentions to quit", Journal of Personal Selling and Sales Management, Vol. 26 No. 1, pp. 10-26.
20. Nunnally, J.C. (1978), Psychometric Theory, 2nd ed., McGraw-Hill, New York, NY.
21. Sharma, S., Durand, R.M. and Gur-Arie, O. (1981), "Identification and analysis of moderator variables", Journal of Marketing Research, Vol. 18, pp. 291-300.
22. Trevor, C.O. (2001), "Interaction among actual ease-of-movement determinants and job satisfaction in the prediction of voluntary turnover", Academy of Management Journal, Vol. 44 No. 4, pp. 621-38.
23. Bagozzi, R.P. and Philips, L.W. (1982), "Representing and testing organizational theories: a holistic approach", Administrative Science Quarterly, Vol. 27, pp. 459-89.
24. Venkatraman, N. and Grant, J.H. (1986), "Construct measurement in strategy research: a critique and proposal", Academy of Management Review, Vol. 11, pp. 71-86.