The DOI matches its Crossref record; 36 of the 36 references it cites were found in a registry or an index.
The Effect of Effort on Sales Performance and Job Satisfaction
Abstract
The authors address a fundamental gap in understanding how sales performance and job satisfaction are determined in an investigation of the sales force of a direct-selling organization. Results indicate a direct positive effect of work-related effort on job satisfaction that is not mediated by sales performance. This is inconsistent with commonly accepted theoretical models and suggests that the perspective of work as a “terminal value” (i.e., an end in itself, rather than strictly a means to an end) has been underemphasized in models of work behavior. As such, either (1) measures of sales performance should be broadened to encompass the terminal value perspective on the psychological value of work or (2) conceptual models should be revised to reflect that narrowly defined measures of sales performance do not completely mediate the effect of effort on job satisfaction. The authors conclude with a discussion of managerial implications of these findings.
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Cites
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Cited by
The job satisfaction–job performance relationship: A qualitative and quantitative review.
Judge, T. A., Thoresen, C. J., Bono, J. E., & Patton, G. K. (2001) · Psychological Bulletin · doi:10.1037/0033-2909.127.3.376 · Cited by 4,760
Development and validation of work–family conflict and family–work conflict scales
Netemeyer, R. G., Boles, J. S., & McMurrian, R. (1996) · Journal of Applied Psychology · doi:10.1037/0021-9010.81.4.400 · Cited by 3,864
Impact of competitiveness on salespeople's commitment and performance
Lam, L. W. (2012) · Journal of Business Research · doi:10.1016/j.jbusres.2011.10.026 · Cited by 757
Rhee, J., Park, T., & Lee, D. H. (2010) · Technovation · doi:10.1016/j.technovation.2009.04.008 · Cited by 710
Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction
Challagalla, G. N., & Shervani, T. A. (1996) · Journal of Marketing · doi:10.1177/002224299606000108 · Cited by 527
Metadata
- Authors
- Brown, S. P., & Peterson, R. A.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1994-04
- Volume
- 58
- Issue
- 2
- Pages
- 70-80
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W4231539502
- Cited by
- 746
- References
- 36
- FWCI
- 18.12
- Type
- journal article
- Language
- en
- Open access
- closed
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Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
