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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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Published in: | The Journal of business & industrial marketing 2014-01, Vol.29 (1), p.1-10 |
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Main Authors: | , , , |
Format: | Article |
Language: | English |
Subjects: | |
Citations: | Items that this one cites Items that cite this one |
Online Access: | Get full text |
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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. |
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ISSN: | 0885-8624 2052-1189 |
DOI: | 10.1108/JBIM-11-2010-0139 |