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)
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.

Additional Information

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
job satisfaction, structural equation modelling, emotional exhaustion, locus of control, role stress, sales force

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