Examining product managers’ job satisfaction and performance using selected organizational behavior variables

The product management form of organization has been around for quite a while; yet little empirical research has been done on product managers. This article reports a study of product managers and some organizational behavior factors which contribute to their job satisfaction and job performance. These factors include centralization of decision making, job structure, job scope, role ambiguity, and role conflict. Finally, several suggestions are made for creating an environment more conductive to having product managers who are satisfied with their jobs.     

Sales force job attitudes,design, and behavior

Questionnaires were completed by 605 salesmen of two national pharmaceutical firms. The results of a factor analysis indicated that higher order need satisfaction, job involvement, and intrinsic motivation attitudes are distinct attitudes salesmen have toward their jobs. These three job attitudes were found to be related to job design factors and to job behavior. Implications are that management can design their salesmen's jobs so as to positively influence their sales force attitudes and morale in order to improve job performance and decrease costs associated with job turnover.     

The relationship of job image,performance, and job satisfaction to inactivity-proneness of direct salespeople

This article examines whether the public image of the selling job as perceived by direct salespeople has an impact on their tendency to remain active or become inactive in that selling job. Relationships among job image, job satisfaction, and job performance are also investigated. Salespeople with more negative perceptions of the public image of their job were found to have lower job satisfaction and to be more prone to inactivity, though the strength of these relationships varies somewhat between high and low performers. Implications are provided for researchers and sales managers.     

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

The impact of how product line breadth affects a salesperson is unclear in the existing literature. While numerous product lines can provide certain benefits to the salesperson, they may also have a dark side. This research examines the impact of number product lines handled by the salespeople on their performance, role stress, and job satisfaction. Based on role and schema theories, we test a series of curvilinear and conditional effects, using data collected from salespeople across multiple industries. Our analysis indicates non-linear relationships between number of product lines handled by the salesperson and salesperson performance and role stress. Further, these relationships are contingent on the complexity of products, complementarity of product lines, and lines acquired through mergers and acquisitions. These results show the complex effects of product lines on the salesperson and recognize both the benefits and drawbacks of product line breadth.     

An empirical test of linkages proposed in the walker,churchill, and ford model of salesforce motivation and performance

In their model of salesforce motivation and performance, Ford, Churchill, and Walker hypothesize that a salesman's selling experience, participation in his supervisor's decision making, and closeness with which he is supervised are negatively related to his perception of role ambiguity and positively related to his job satisfaction. In addition, they hypothesize that the salesman's perception of role ambiguity is negatively related to his job satisfaction. The present study supports these hypotheses in terms of the following findings: (1) participation and closeness of supervision were negatively related to the salesman's perception of role ambiguity, (2) closeness of supervision was positively related to his extrinsic job satisfaction, and (3) participation was positively related to intrinsic job satisfaction. Finally, role ambiguity was negatively related to both extrinsic and intrinsic job satisfaction. The author thanks Professor Norbert L. Enrick, Kent State University, for his useful comments on earlier drafts of this article.     

The duality of decisions and the case for impulsiveness metrics

Customer metrics help firms manage their performance and predict financial outcomes. While many firms focus on customer satisfaction metrics for this purpose, dual-process theories in psychology and neuroscience show that customer decisions are based on two processes. This suggests that metrics which measure the impulsiveness of purchase decisions might effectively complement customer satisfaction metrics. In a series of experiments we demonstrate that satisfaction and impulsiveness metrics make distinct but strong predictions of consumer choices. Satisfaction and impulsiveness influence choice in different ways. While impulsiveness relates to choice directly, the satisfaction-choice path is mediated by loyalty intention. Moreover this relationship is moderated by product involvement such that impulsiveness metrics provide a better prediction for low-involvement than for high-involvement situations. Finally, a field study of 750 customers of 101 firms demonstrates these relationships at a firm level, indicating that satisfaction and impulsiveness metrics have equally strong but distinct relationships with shareholder value. Therefore firms may be able to benefit from complementing customer satisfaction metrics with customer impulsiveness metrics.     

企业员工工作场所欺负与职业倦怠关系的实证研究

近年来,工作场所中欺负问题逐渐成为工作和健康心理学研究的热点,受到西方很多研究者的关注,但我国对该问题的关注较晚。通过工作场所欺负对员工职业倦怠作用机制的实证分析,得出的主要研究结论有：工作场所欺负与职业倦怠、情感耗竭、人格解体以及个人成就感低显著正相关,工作场所欺负能够显著预测职业倦怠水平、情感耗竭水平、人格解体水平和个人成就感水平;工作满意度在工作场所欺负与职业倦怠之间存在着中介作用;人格主动性在工作场所欺负与职业倦怠之间并不存在调节作用。     

An investigation of path-goal leadership theory and its impact on intrachannel conflict and satisfaction

This path-analytic study examined the relationships among channel members’ perceptions of dimensions representing channel leader behavior, channel conflict and satisfaction. In doing so, the path-goal theory of leadership is tested in a franchise channel of distribution. The results indicate that both the consideration and the initiating structure dimensions of leader behavior significantly influence franchisees’ satisfaction with the franchise arrangement. As defined in the theory, these relationships were found to be mediated by the existing level of conflict being experienced by franchisees. Causal linkages are also found between intrachannel conflict and satisfaction. Specific recommendations are provided to franchisors and other channel leaders.     

工作场所无礼行为、工作满意度及离职意图关系的实证研究

本文运用问卷调查法收集数据,运用相关分析探讨工作场所无礼行为、工作满意度以及员工离职意图三者之间的关系。结果表明：工作场所无礼行为与工作满意度呈负相关关系,工作场所无礼行为与离职意图呈正相关关系,工作满意度与离职意图呈负相关关系。基于研究结果,本文为人力资源管理实践提出了几点建议。     

Identifying peer mentors in the sales force: An exploratory investigation of willingness and ability

There has been a high level of interest in the sales management practitioner literature in mentoring, but very little is known about peer mentoring relationships between more experienced and less experienced salespeople. Sales organizations that wish to initiate or encourage peer mentoring relationships must identify those salespeople who are both able and willing to mentor less experienced salespeople. The results of an exploratory study to identify mentors in an industrial sales force are reported. The authors find that job experience, job satisfaction, a measure of interpersonal competence, and role conflict are associated with willingness to mentor; interpersonal competence and role conflict are associated with ability to mentor. Results are discussed and opportunities for future research are offered. She received her M.S. from Ohio State University and her M.B.A. from Wright State University. She has experience in personnel training with an industrial sales organization. Her research interests are in the areas of salesperson communication competence, buyer-seller interactions, and buyer-seller negotiation. Her research has been published in various conference proceedings. She received her Ph.D. from University of Tennessee. She has experience in industrial sales and sales management. Her research interests are in the area of buyer-seller interactions and managing sales relationships. Her research has been published inJournal of Personal Selling and Sales Management, Journal of Consumer Psychology, and various conference proceedings. Wendy L. Warren is in management at Wal-Mart Stores, Inc., and has experience in new product development. She received her M.S. from Ohio State University. Her research has been published inJournal of Consumer Research.     

员工角色压力研究评述

角色压力是工作压力的重要压力源,本文通过对角色压力产生的三个维度角色模糊、角色冲突和角色超载进行了阐述,并提出通过培训和学习、技术服务中心及员工参与三条途径可以对角色压力进行管理。     

A structural model depicting salespeople’s job stress

The study develops and tests a model of salespeople’s job stress relative to its proposed determinants and outcomes. The study findings shed light on four questions concerning possible links between job stress and its precursors. The evidence gained suggests that job stress may influence intention to leave through reduced organizational commitment and that job satisfaction intervenes between salespeople’s role perceptions and job stress. He researches primarily in the area of salesperson attitudes and behavior. He has published in theJournal of Personal Selling and Sales Management, Journal of Business Research, AMA Summer Educator’s Proceedings, Industrial Marketing Management, andAkron Business and Economic Review.     

Assessing hierarchical differences in job-related attitudes and turnover among retail managers

A model of organizational turnover is expended from previously reported models to include an extraorganizational antecedent and comparison across two different hierarchical levels of management. Role ambiguity, role conflict, and work-family conflict were used as antecedents of job satisfaction, organizational commitment, intent to leave, and actual turnover. The basic model of turnover was supported in both levels of management. In addition, several additional relationships that have been found in previous studies were tested. Implications of these results for retail managers are discussed. She received her Ph.D. from Oklahoma Stae University. Her research interests include retail turnover, socialization of entry-level management trainees, the role of social support in reducing employee stress, consumer distribution systems in Russian and Poland, and motivation of Russian and Polish employees. Her articles have appeared inJournal of Retailing, International Marketing Review, andMarketing Education Review. He received his Ph.D. from Ohio State University. His research interests include attitude-behavior relationships, information processing, and the use of structural equations in marketing. His research has appeared in theJournal of Marketing, Journal of Marketing Research, Journal of Experimental Social Psychology, Journal of Advertising, andJournal of Business Research. He received his Ph.D. from University of Utah. He has extensive experinece in computer applications in marketing and business and has conducted research and seminars for a variety of companies. His major interests are in quantitative methods and sales manamgement. His articles have appeared inJournal of Retailing, Journal of Marketing, Journal of Personal Selling and Sales Management, Business Horizons, Journal of Public Policy and Marketing, andJournal of Business Logistics and Business.     

An empirical test of the job satisfaction-turnover relationship: Assessing the role of job performance for retail managers

The role of job performance in the turnover process has been a problematic issue for researchers and managers alike. The present study provides a preliminary test of two key predictions derived from a conceptual model refining the role of job performance as a direct impact on turnover, and a moderator of the job satisfaction-turnover relationship. The results support differing roles for intrinsic and extrinsic satisfaction components in their relationship with turnover for retail store managers performing at low, average and high levels.     

The link between salespeople’s job satisfaction and customer satisfaction in a business-to-business context: A dyadic analysis

Although it has frequently been argued that the job satisfaction of a company’s employees is an important driver of customer satisfaction, systematic research exploring this link is scarce. The present study investigates this relationship for salespeople in a business-to-business context. The theoretical justification for a positive impact of salespeople’s job satisfaction on customer satisfaction is based on the concept of emotional contagion. The analysis is based on a dyadic data set that involves judgments provided by salespeople and their customers collected across multiple manufacturing and services industries. Results indicate the presence of a positive relationship between salespeople’s job satisfaction and customer satisfaction. Furthermore, the relationship between salespeople’s job satisfaction and customer satisfaction is found to be particularly strong in the case of high frequency of customer interaction, high intensity of customer integration into the value-creating process, and high product/service innovativeness.     

Salespeople’s use of upward influence tactics (UITs) in coping with role stress

Researchers’ attentions have recently focused on how salespeople cope with role stress. This study focuses on salespersons’ use of six upward influence tactics (UITs) with the immediate sales manager, and how salespeople use UITs to lessen the impact of two role stressors (perceived role conflict and role ambiguity) associated with the sales job. The study also evaluates the potential moderating role of UITs on relationships between role stress and manager satisfaction and propensity to leave. Analysis of data gathered from a heterogeneous sample revealed differences in use of UITs between salespeople classified as either high or low in role stress. Salespeople who perceive high role conflict employ assertiveness and upward appeal UITs more frequently. Salespeople who perceive high role ambiguity use exchange and coalition-building UITs more frequently. Results also suggest that salespersons’ use of assertiveness and ingratiation UITs exacerbate relationships between perceived role ambiguity and two outcomes: satisfaction with supervisor and propensity to leave. Implications of the study findings for sales managers are reviewed, as are implications for further research. His research interests are in the areas of personal selling and sales management. His work has appeared inJournal of Education for Business, Journal of Marketing Theory and Practice, and various national and international conference proceedings. Jeffrey K. Sager, Ph. D., conducts research in the areas of salesperson turnover and job stress. His work has appeared in theJournal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, andJournal of Business Research. His research interests are in the fields of strategic management and organizational behavior. His research has been published in theAcademy of Management Journal, Journal of Applied Psychology, and several other journals.     

保健和激励因素对员工激励作用的调查分析

赫兹伯格认为只有激励因素才具有激励作用,保健因素没有激励作用,只有安抚作用.而通过问卷调查和统计分析,激励因素给员工带来的满意与工作绩效的相关关系不显著,同样保健因素给员工带来的满意与绩效的相关关系也不显著.也就是说,在一定的情境下,激励因素未必有激励作用,保健因素也未必没有激励作用.     

工作疏离感的影响因素及后果的整合研究

将工作疏离感(work alienation)的影响因素归纳为个体、人际、工作及组织层面四类:个体层面集中体现在人口学变量、个性心理特征;人际层面集中体现在人际关系、领导风格:工作层面集中体现在工作特征、角色压力;组织层面集中体现组织结构以及组织公平.工作疏离感的后果则主要表现为对员工的工作态度(工作投入、组织承诺、工作满意感等)和工作行为(工作绩效、组织公民行为、偏离行为等)的影响,以及对企业的经济绩效和发展绩效的影响.在此基础上,提出工作疏离感的影响因素及后果的整合研究模型.     

福建省高职院校体育教师工作满意度现状研究

高职体育教师的工作满意度是与其工作积极性相关的重要同题.以分布在福建省所有高职院校中的部分体育教师为研究对象,调查福建省高职院校体育教师的工作满意度现状.调查结果显示:福建省高职院校体育教师工作满意度整体水平不高,对工作满意度从高到低的排序依次为:教学满意、升迁满意、管理满意、环境满意、收入满意.     

Coping with organizational role stress: Intrinsic motivational orientation,perceived role benefits,and psychological withdrawal

Researchers have long recognized that individuals in stressful marketing roles find ways to cope with organizational role stress. This study examines the effects of three psychological coping strategies—intrinsic motivational orientation, perceived role benefits, and psychological withdrawal—in a model of organizational role stress. Results indicate that intrinsic motivational orientations reduce perceptions of role conflict and role ambiguity, and increase job satisfaction; that perceived role benefits positively influence job satisfaction; and that job dissatisfaction is the primary cause of psychological withdrawal. The study supports the importance of coping efforts in models of organizational role stress among marketing personnel. Dr. Keaveney’s research interests focus on retailing issues including retail buyer behavior, retail store image, and retail price promotions. Dr. Keaveney has also published in the areas of marketing organizational behavior, services marketing, and international marketing. She is co-author with Philip R. Cateora ofMarketing: An International Perspective, which has been published both in English and in Japanese. Dr. Keaveney has published articles in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Promotion Management, Journal of Marketing Channels, andJournal of Volunteer Administration. Dr. Nelson’s research interests include topics in marketing research, consumer behavior, and advertising. He has published in theJournal of Marketing, Journal of Advertising, Journal of Business Research, Journal of Marketing Research, and serves as occasional reviewer to these publications as well as to theJournal of the Academy of Marketing Science. He teaches courses in marketing management, marketing research, and multivariate statistics.