Understanding effects of salesperson locus of control
- UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
- James S. Boles, Professor (Creator)
- Institution
- The University of North Carolina at Greensboro (UNCG )
- Web Site: http://library.uncg.edu/
Abstract: 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.
Understanding effects of salesperson locus of control
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Created on 12/16/2021
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Additional Information
- Publication
- Journal of Business & Industrial Marketing, Vol. 29 No. 1, pp. 1-10. https://doi.org/10.1108/JBIM-11-2010-0139
- Language: English
- Date: 2014
- Keywords
- job satisfaction, structural equation modelling, emotional exhaustion, locus of control, role stress, sales force