Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach

Inconsistencies in perceptions between salespeople and sales managers have the potential for adverse effects on salesperson job-related outcomes. This study investigates the extent to which the direction and absolute size of these differences influence salesperson job-related outcomes. The results i...

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Bibliographic Details
Published inJournal of marketing theory and practice Vol. 10; no. 4; pp. 30 - 44
Main Authors Evans, Kenneth R., Schlacter, John L., Schultz, Roberta J., Gremler, Dwayne D., Pass, Michael, Wolfe, William G.
Format Journal Article
LanguageEnglish
Published Abingdon Routledge 01.10.2002
Association of Marketing Theory and Practice
Taylor & Francis Ltd
Subjects
Ambiguity
Differences
Employees
Employment
Health care outcome assessment
Influence
Job descriptions
Job design
Job performance
Job performance evaluation
Job satisfaction
Marketing
Marketing management
Perceptions
Relationship marketing
Sales management
Sales managers
Sales personnel
Salespeople
Skills
Statistical analysis
Studies
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Summary:Inconsistencies in perceptions between salespeople and sales managers have the potential for adverse effects on salesperson job-related outcomes. This study investigates the extent to which the direction and absolute size of these differences influence salesperson job-related outcomes. The results indicate salesperson-sales manager perceptions regarding job characteristics differ and that these differences are related to salesperson role ambiguity, job satisfaction, qualitative and quantitative performance and commitment. Managerial and research implications are advanced.
ISSN:1069-6679
1944-7175
DOI:10.1080/10696679.2002.11501924