The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction

Johnson, Jeff S.; Sohi, Ravipreet S.

doi:10.1007/s11747-013-0339-4

Cited by 59 publications

(42 citation statements)

References 93 publications

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“…We do, however, acknowledge that it is both possible and desirable to collect archival data on sales performance. Collecting secondary performance data was not practically feasible in our study because our research design involved sampling over five different companies, thus making challenging to collect this type of data about salesperson performance (see also Homburg, Müller, & Klarmann, 2011;Johnson & Sohi, 2014). In addition, objective performance data is not comparable across companies (Homburg et al, 2011).…”

Section: Common Methods Variance Assessmentmentioning

confidence: 99%

Can salespeople lead themselves? Thought self-leadership strategies and their influence on sales performance

Panagopoulos

Ogilvie

2015

Industrial Marketing Management

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Section: Common Methods Variance Assessmentmentioning

confidence: 99%

Can salespeople lead themselves? Thought self-leadership strategies and their influence on sales performance

Panagopoulos

Ogilvie

2015

Industrial Marketing Management

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“…For example, role stress has been a key concern for organizations due to the significant costs of high employee turnover (Johnson & Sohi, 2014). While service-sales ambidexterity may benefit salespersons' performance, it can also lead to role stress or similar negative job outcomes.…”

Section: Limitations and Future Researchmentioning

confidence: 99%

The effect of ‘can do’ and ‘reason to’ motivations on service–sales ambidexterity

Sok

Luca

2016

Industrial Marketing Management

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“…Job satisfaction as "the fulfillment acquired by experiencing various job activities and rewards". It implied that job satisfaction can be understood as an emotional state of human beings that reflects the positive and pleasant feeling of a person when he or she appreciates his or her own job well (Johnson and Sohi 2014). Many tools are used to retain the best employees but job satisfaction is one of the best.…”

Section: Literature Reviewmentioning

confidence: 99%

The Impact of Intrinsic Motivation on Employee’s Job Satisfaction

Raza¹,

Akhtar²,

Husnain³

et al. 2015

MOS

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The main purpose of present study is to identify the impact of intrinsic motivation on employee's job satisfaction. This is basically an empirical study and a scale was developed to find out the impact of four variables namely; job security, achievement, job responsibility and work itself (intrinsic motivation). The questionnaire was distributed among the respondents on the basis of simple random sampling. The findings of this study show a significant positive relationship among four variables and employees job satisfaction. The relationships among job security & job satisfaction, achievement & job satisfaction, job responsibility & job satisfaction and work itself and job satisfaction are significant and positive. This research study highlights the areas in which the organizational manager focuses to increase the individual and organizational performance. Keywords: Job security, Achievement, Job responsibility, Work itself, Country of origin, Employees satisfaction, PakistanObjective of the Study:The main objective of this research is to investigate the impact of intrinsic motivational factors on job satisfaction. Because in Pakistan the study related to intrinsic motivation is not conducted so we are going to investigate this issue.Research methodology: Data was collected from the different organizations and employees working in different organizations of Pakistan. The survey was completed by 182 employees, 95% responses were observed. The Results were made using Correlation, regression and ANOVA with the available data. Findings:The results showed that intrinsic motivation and employee's job satisfaction are reducing the risk. Finding is that employees' perception diverges significantly during the organizational problems.

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The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction

Cited by 59 publications

References 93 publications

Can salespeople lead themselves? Thought self-leadership strategies and their influence on sales performance

Can salespeople lead themselves? Thought self-leadership strategies and their influence on sales performance

The effect of ‘can do’ and ‘reason to’ motivations on service–sales ambidexterity

The Impact of Intrinsic Motivation on Employee’s Job Satisfaction

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