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Understanding effects of salesperson locus of control

Purpose – The purpose of this paper is to examine the effects of external locus of control on different job characteristic variables – i.e. role conflict, role ambiguity and emotional exhaustion, in addition to the outcome variable, job satisfaction – in a business-to-business sales setting. Design/...

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Bibliographic Details
Published in:The Journal of business & industrial marketing 2014-01, Vol.29 (1), p.1-10
Main Authors: Hamwi, Alex, Nicholas Rutherford, Brian, S. Boles, James, K. Madupalli, Ramana
Format: Article
Language:English
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Summary:Purpose – The purpose of this paper is to examine the effects of external locus of control on different job characteristic variables – i.e. role conflict, role ambiguity and emotional exhaustion, in addition to the outcome variable, job satisfaction – in a business-to-business sales setting. Design/methodology/approach – Data from B2B salespeople were used to test the proposed model using structural equation modeling. Findings – The results indicate that a more external locus of control will be: positively related to role stress factors; indirectly and positively related to emotional exhaustion; and negatively related to job satisfaction. Originality/value – This study provides a managerially actionable foundation for influencing locus of control to increase a salesperson's satisfaction with his/her position.
ISSN:0885-8624
2052-1189
DOI:10.1108/JBIM-11-2010-0139