The relationship of facets of salesperson job satisfaction with affective organizational commitment

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: Purpose: This paper aims to examines the relationships between various facets of salesperson job satisfaction as assessed by the INDSALES measure and salesperson organizational commitment. The paper also seeks to explore salesperson gender as a moderator of the relationship between facets of job satisfaction and organizational commitment. Design/methodology/approach: This study uses survey research of one firm's business-to-business salespeople to examine the relationships between facets of salesperson job satisfaction and salesperson organizational commitment. Findings: Study results indicate that various facets of job satisfaction are more strongly related to organizational commitment. Findings also indicate that these relationships are not the same for male and female salespeople. Practical implications: Findings demonstrate to sales managers that not all types of satisfaction are related to organizational commitment, which has been strongly linked to a salesperson's propensity to leave an organization. Further, various facets of satisfaction such as pay and promotion are more important to men than to women. Women find that satisfaction with co-workers is more closely related to organizational commitment than it is for men. These findings have significant relevance to sales managers. Originality/value: The relationship between facets of job satisfaction and organizational commitment has not been extensively researched. This is true even though these are two very important issues when dealing with sales force management. Likewise, the issue of men and women valuing different types of satisfaction to varying degrees has not been thoroughly examined in the business-to-business sales force literature.

Additional Information

Journal of Business & Industrial Marketing, Vol. 22 No. 5, pp. 311-321
Language: English
Date: 2007
sales force, job satisfaction, gender

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