Affiliation:
1. Terry College of Business, University of Georgia.
2. John T. Stuart III Centennial Chair in Business Administration and the Charles Hurwitz Fellowship at the University of Texas at Austin.
Abstract
A three-phase quantitative investigation of relationships involving salesperson job satisfaction was undertaken. First, the strength, valence, and consistency of pairwise relationships were assessed by means of a meta-analysis. Second, methodological characteristics coded as moderator variables were used to account for variability in study effects. Finally, weighted mean correlations resulting from the analysis of pairwise relationships were used to evaluate a causal model of antecedents and consequences of job satisfaction. In general, relationships involving job satisfaction were robust across study contexts. Systematic moderating effects of type of sales-force and operationalization of job satisfaction were found. Several summary conclusions about antecedents and consequences of salesperson job satisfaction are drawn from the analyses.
Subject
Marketing,Economics and Econometrics,Business and International Management
Cited by
304 articles.
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