Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects

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.

Salesperson Perceptions of Ethical Behaviors: Their Influence on Job Satisfaction and Turnover Intentions

“…Job satisfaction has been shown to be related to organizational commitment, motivation, performance, effort, and lower levels of turnover (cf. Babin and Boles 1996;Bashaw and Grant 1994;Brown and Peterson 1993) in many previous studies. Dubinsky and Levy (1985) contend that a salesperson's inability to cope with ethical challenges might result in lower levels of job performance.…”

The Impact of Perceived Organizational Ethical Climate on Work Satisfaction

“…While satisfaction is positively related to productivity and performance, it is negatively related to intention to leave, absenteeism, and turnover. Satisfaction also reduces even the ratio of accidents (Kahn, 1973), and increases the level of organizational commitment which is closely tied to higher performance (Brown and Peterson, 1993;Jaramillo et al, 2005Jaramillo et al, , 2006.…”

“…Despite the fact that job satisfaction has been one of the most researched of all work attitudes (Brown and Peterson, 1993), and that there exist a broad range of literature regarding the influence of job satisfaction on work outcomes (e.g., Hochwarter et al, 1999;Porter and Steers, 1973), the relationship between ethical climate types and job satisfaction is currently under researched. In addition, the question of whether extant ethical typologies and frameworks developed in western contexts exist in different cultures and whether ethics is universally related to employee attitudes remains to be an untapped research issue.…”

Multivariate meta analysis with potentially correlated marketing study results

“…Upon combining various study results on a univariate effect, one can use a meta analysis (Assmus, Farley, and Lehmann [1], Brown and Peterson [4], Chandrashenkaran and Walker [5], Churchill et al [6], Fern and Monroe [10], Glass [11], Hedges and Olkin [13], Jones [14], Rust, Lehmann, and Farley [16], and Sohn [21]). Meta analysis is often used to investigate the sources of variation in study results (Szymansky and Busch [26], Sultan, Farley, and Lehmann [25], Sohn [21], and Sohn and Stepleman [23]).…”