Reconceptualizing the measurement of multidimensional salesperson job satisfaction

UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
James S. Boles, Professor (Creator)
The University of North Carolina at Greensboro (UNCG )
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Abstract: Job satisfaction is a key construct in many models examining salesperson attitudes, intentions, and behaviors. Job satisfaction has often been conceptualized and measured as a multidimensional construct – often via the INDSALES scale. Yet many researchers have not utilized this scale due to its length. Further, extant versions of reduced INDSALES scales are lengthy and have been questioned about whether they accurately represent the dimensions measured. The current research revisits the INDSALES scale and provides a reduced version based on more-advanced techniques than used previously. The proposed reduced scale is of benefit to subsequent research using a multidimensional measure of job satisfaction.

Additional Information

Journal of Personal Selling and Sales Management 39 (3), 287-298.
Language: English
Date: 2019
job satisfaction, measurement, sales management, INDSALES

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