Extending a model of salesperson role perceptions and work-related attitudes: Impact of job tenure

The salesforce of a national consumer goods manufacturer was used to conduct two distinct tests of the model of salesperson role perceptions and work-related attitudes developed by Fry, ET AL. (1986). In addition, the model was extended by examining the moderating role of job tenure. Results of the...

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Bibliographic Details
Published in:Journal of business research 1989-06, Vol.18 (4), p.269-290
Main Authors: Johnston, Mark W., Parasuraman, A., Futrell, Charles M.
Format: Article
Language:English
Subjects:
Employee attitude
Job
Job satisfaction
Leadership
Organizational behavior
Perceptions
Roles
Salespeople
Statistical analysis
Studies
Tenure
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Summary:The salesforce of a national consumer goods manufacturer was used to conduct two distinct tests of the model of salesperson role perceptions and work-related attitudes developed by Fry, ET AL. (1986). In addition, the model was extended by examining the moderating role of job tenure. Results of the study support, in general, the results of Fry et al. (1986). Job tenure does influence the form of the relationships between variables in the model.
ISSN:0148-2963
1873-7978
DOI:10.1016/0148-2963(89)90022-2