Salespeople satisfaction and performance feedback

A model of the relationship between sales supervision and salesforce job satisfaction is developed and tested. The model hypothesizes that salespeople will experience greater job satisfaction when they receive more performance feedback and more opportunity to participate in their supervisor's decision making processes and when they have supervisors who are high on consideration and initiation of structure. In addition, because of recent empirical evidence suggesting a possible consideration/initiation of structure interaction effect on job satisfaction, a hypothesized interaction effect was examined in this study. The results suggest that performance feedback is an important predictor of job satisfaction. Furthermore, they indicate that the sales supervisor's consideration and initiation of structure are related to the salesperson's satisfaction with certain aspects of the job. Participation and consideration/initiation of structure interaction were not found to be significant predictors of salesforce job satisfaction.     

The effects of emotional intelligence on job performance and life satisfaction for the research and development scientists in China

To demonstrate the utility of the emotional intelligence (EI) construct in organizational studies, this study focuses on the effect of EI on job performance among research and development scientists in China. We argue that EI is a significant predictor of job performance beyond the effect of the General Mental Ability (GMA) battery on performance. This predictor effect is supported by results on a study of research and development scientists working for a large computer company in China. Our results also show that a self-reported EI scale developed for Chinese respondents, the WLEIS, is a better predictor of job performance than the scale developed in the U.S., the MSCEIT. Implications of the findings are discussed.

Job Satisfaction in Britain

Little recent empirical work in economics or industrial relations has examined job satisfaction, despite its demonstrated correlation with labour market behaviour such as quits, absenteeism and productivity. This paper uses information from a study of 5000 British employees to investigate the relationship between three measures of job satisfaction and a wide range of individual and job characteristics. Notably, men, workers in their thirties, the well-educated, those working longer hours and workers in larger establishments have lower levels of job satisfaction. The estimated job satisfaction equations are used to calculate a measure of the shadow wage and to provide some evidence that is consistent with the existence of non-compensating differentials in the industry and occupational wage structure.     

Emotional stability: A new construct and its implications for individual behavior in organizations

Despite being generally well studied, emotional stability (ES) has not yet been widely accepted as a satisfactory and solidly valid theoretical construct. Without a clearly defined and validated construct, it is difficult to infer what ES means for the behavior and decisions of individuals as well as the performance of groups and organizations. Based on self-organization theory, this study infers a two dimensional construct for ES (threshold and recovery) under the framework of dynamic change and complexity. Two studies were conducted in China to develop and examine the construct of ES in an organizational context. The psychometric examination indicated that the newly developed construct of ES has discriminant and convergent validity with respect to different though related constructs such as the Big Five personality model and emotional intelligence (EI). It also demonstrates incremental validity in predicting group leadership, job satisfaction, job self-efficacy, and commitment. The findings also demonstrate that ES moderates the relationship between individual commitment and group relationship conflict. The results indicate that self-ratings effectively reflect the theoretical construct, whereas peer ratings and supervisor ratings create different biases. Additional theory, empirical, and methodological contributions are also discussed.     

Why and how knowledge sharing matters for R&D engineers

This research explored how and why knowledge sharing matters for R&D engineers by investigating the effects of knowledge sharing on R&D engineer's job performance and job satisfaction. Based on multilevel data of 242 R&D engineers from 55 teams, the results showed that the relationships between knowledge sharing and R&D engineer's job performance/satisfaction were mediated through individual learning and self-efficacy. Individual learning was a necessary step for knowledge sharing to transform into individual knowledge, which in turn enhanced individual level outcomes. At the same time, individual learning enhanced self-efficacy, which subsequently benefited R&D engineer's job performance and job satisfaction. Finally, individual learning was found to be strongly related to individual job satisfaction.     

The role of sales team intragroup conflict on critical job outcomes

Sales teams are often structured into groups by territories, product categories, or hierarchical levels of salespeople which provide support to one another while counter-intuitively competing for individual resources, rewards, and promotions. We posit that the impact of conflict within the sales team (sales team intragroup conflict) on critical individual-level job outcomes (job satisfaction and intent to turnover) is contingent upon two loci of influences: individually-influenced goal orientations (learning and performance) and managerially-influenced justice perceptions (procedural and distributive). We empirically examine sales team intragroup conflict through a primary data collection of 195 distributor salespeople organized into 20 geographically dispersed teams. Our results largely support our hypotheses that there are nuanced effects across the loci of influences, such that in conflict-laden environments, having a performance orientation or perception of organizational distributive justice enhance job satisfaction, while a perception of organizational procedural justice decreases job satisfaction. Thus, we answer the call to better understand the role of conflict in marketing exchanges.     

Does information and communication technology improve job satisfaction? The moderating role of sales technology orientation

Empirical research concerning the role of information and communication technology (ICT) in shaping business-to-business salesforce job satisfaction remains relatively scarce. The authors propose and empirically test a causal model that theoretically represents structural relationships among factors comprising ICT and eventual salesperson job satisfaction. Study results indicate that ICT indirectly influences job satisfaction through salesforce administrative performance. While ICT infrastructure, training, and support positively relate to administrative performance, none of them influence outcome performance significantly. In addition, salesperson technology orientation moderates the effect of both ICT infrastructure and support on job satisfaction. Managerial insights and implications from the research are discussed.     

A Meta‐Analysis of the Union–Job Satisfaction Relationship

The purpose of this study is to provide a systematic and quantitative review of the existing empirical evidence on the effects of unionization on overall job satisfaction. We conducted a meta‐regression analysis (MRA) with results from a pool of 235 estimates from 59 studies published between 1978 and 2015. The accumulated evidence indicates that unionization is negatively related to job satisfaction but is far from being conclusive. When primary studies control for endogeneity of union membership, the results of the MRA indicate that the difference in job satisfaction between unionized and non‐unionized workers disappears. These results suggest that reverse causation (i.e. dissatisfied workers are more likely to join a union) and time‐varying endogenous effects play a key role in explaining the relationship between unionization and job satisfaction.     

员工留职意愿研究——职业及工作满意度视角

本文通过实证研究探讨员工留职意愿的影响因素,具体分析了职业满意度、工作满意度及留职意愿之间的关系。研究采用问卷调查方式获得数据并进行分析,结果表明:员工的职业满意度和工作满意度是不同的两个变量,二者之间存在显著的正相关关系。职业满意度及工作满意度均和留职意愿存在显著的正相关关系,工作满意度对留职意愿具有正向预测作用。     

The link between computer use and job satisfaction: The mediating role of job tasks and task discretion

This study focuses on the consequences of the use of computerized work equipment (hereafter: computer use) on the content and quality of work. It investigates, first, the relationship between computer use and both job tasks and task discretion and, second, their mediating role for the relationship between computer use and job satisfaction. With our German-UK comparison, we contribute to the long-standing debate on the upskilling/de-skilling nature of the use of technology and its repercussions on the quality of work. We analyse data from the Skills and Employment Surveys for the UK and the BIBB/BAuA Employment Surveys for Germany using structural equation modelling. In line with the literature on routine-biased technological change, we show that computers are complementary to the performance of less routine and more abstract cognitive tasks and that this relationship is conducive to a higher level of task discretion and job satisfaction in both countries. Accounting for differences in job tasks performed, we find a negative direct effect of computer use on both task discretion and job satisfaction in the United Kingdom but not in Germany. Our results indicate that the ultimate effect of computer use on both task discretion and job satisfaction depends on the institutional contexts in which technology is introduced.     

Market orientation,job satisfaction,product quality,and firm performance: evidence from China

This article examines the processes by which market orientation (MO) affects performance using a cross‐level approach. The results of a survey of 2,754 employees from 180 firms in China show that organization‐level MO culture leads to unit‐level MO behavior, which improves employee‐level job satisfaction and then product quality, which in turn fosters organizational performance. In particular, MO behavior fully mediates the effects of MO culture on employee satisfaction, product quality, and organizational performance. Leadership quality strengthens the effect of MO culture on unit‐level MO behavior. Moreover, MO behavior enhances firm performance indirectly through employee job satisfaction and product quality. Copyright © 2008 John Wiley & Sons, Ltd.     

Predicting teleworker success: an exploration of personality,motivational, situational,and job characteristics

This study explored personality and motivational traits related to teleworker performance and satisfaction, including sociability, need for achievement and autonomy, diligence and organisation. Situational factors were also compared between teleworkers and non‐teleworkers, such as number of children, job autonomy and job complexity. Implications for research and practice are discussed.     

Job Satisfaction in Britain: Coping with Complexity

Claims for a growth of despondency in the British workforce in the 1990s, based on job satisfaction data, are questioned by an evaluation of: (i) the bases of comparison, (ii) features of job‐satisfaction measures, (iii) the properties of key data sets and (iv) inferences drawn from the data. A more complex situation is presented showing significant falls in satisfaction with the job facets, the work itself, and hours worked; significant rises in satisfaction with total pay and security of job; a steep decline in overall job satisfaction among women and stable or slightly rising overall job satisfaction among men. Trends in job quality, workforce composition, the economic cycle and changing work values among women, rather than generalized despondency, are proposed as sources for hypotheses for future research. The latter should include a review of data requirements, and research on the performance of measures of job satisfaction.     

The Impact of Innovative Culture on Individual Employees: The Moderating Role of Market Information Sharing

Current innovation literature provides a very limited understanding of the potential impacts of innovative culture on employees. Building on resource‐based view theory, the authors investigate theoretically and empirically how a perceived innovative culture can be a building block for a firm's competitive resource and advantage by creating superior employee‐level outcomes and how a market information‐sharing process may moderate these effects. The authors identify three distinct types of individual‐level outcomes stemming from an innovative culture. The three outcome variables—job satisfaction, organizational dynamism perception, and firm performance perception—reflect employees’ psychological and cognitive reactions to the process of creating organizational innovation and innovative culture. The authors collect survey data from 3960 individual employees in China. Their findings first show that a perceived innovative culture significantly and positively affects employees’ job satisfaction and perceptions of organizational dynamism and firm performance. Moreover, organizational dynamism perception plays an important mediating role among three employee‐level outcomes by converting job satisfaction into firm performance perception. The authors also find support for the direct, positive effect of a perceived market information‐sharing process on job satisfaction but not on perceptions of organizational dynamism and firm performance. Most importantly, their findings on the significant moderating role of a market information‐sharing system contribute to innovation theory by emphasizing the importance of the innovation/marketing interface: bundling market information sharing and innovative culture together enhances employees’ positive attitudes and perceptions. This result also suggests that examining only the direct effects of innovative culture and market information sharing may lead to incorrect conclusions as to how to manage the cultural infusion process: the market information‐sharing process shows only a weak effect on job satisfaction and no effect on perceptions of organizational dynamism or firm performance. Organizational designs should ensure simultaneous consideration of both variables in the cultural transformation process to enhance employees’ derived benefits in the process of creating an innovative culture. We offer a new insight: a perceived market information‐sharing process may strengthen the effect of an innovative culture on employees’ job satisfaction and organizational dynamism perception, while it may weaken the effect of an innovative culture on firm performance perception. This more nuanced view of market information sharing in the cultural infusion process presents new wisdom and calls for further studies in entrepreneurial innovation.     

Sales management control and job performance

A national firm's salespeoples' perceptions of their management control system were related to their performance and satisfaction. Salespeople who perceived job goal clarity, control over their work, and job rewards as being based upon performance were found to be relatively higher performers and better satisfied with their job.     

Salesperson's innovation resistance and job satisfaction in intra-organizational diffusion of sales force automation technologies: The case of South Korea

One of the rapidly growing areas in industrial marketing is the application of sales force automation (SFA) technologies to help improve the efficiency of the sales force task. What is often overlooked is that there are some potential negative effects related to SFA technologies that arise when these innovations are forcefully adopted on the individual salesperson. This study empirically examines the psychological and social antecedents of salespeople's resistance toward SFA technologies in South Korea. Unlike previous studies that only looked at adoption, this studies adds to the literature on SFA technologies by looking at resistance toward innovation in the post-adoption or intra-organizational diffusion stage. This study looks at the direct and indirect relationships between innovation resistance and some key constructs such as job satisfaction, job performance, self-efficacy, group-efficacy, innovativeness, and peer usage. This study represents also one of the very few empirical studies conducted on sales force behavior in South Korea and as such may offer some insights on sales force management in collectivist cultures.     

Response bias in the measurement of salesperson orientations: The role of impression management

Impression management has long been recognized as a form of response distortion in the self-reported attributes and attitudes of salespersons and job applicants. In this study we examine whether measures of salesperson orientations may be susceptible to this self-enhancing response bias. Salesperson orientations examined include customer and selling orientations, and sales learning and performance orientations. Characteristics of these response biases include extreme responses to job desirable items, low construct reliability, low predictive validity, and a factor structure in which job-desirable items form a common factor. The analysis of a survey of pharmaceutical salespersons suggests self-enhancing responding may be a problem in the measurement of salesperson orientations. We identify steps that firms and researchers can take to identify self-enhancing responses.     

Union Influence on Local Union Leaders' Perceptions of Job Insecurity: An Empirical Test

Although recent studies have demonstrated that union workers value job security, little research exists about what causes these perceptions and how unions might affect them. In this study, a job insecurity measure is developed and analysed using a sample of union members. The results indicate that the relationships between union variables and individual perceptions of insecurity depend on the organizational level at which threats occur (e.g. arbitrary supervision or organizational decline). Furthermore, for higher source-level threats, union members are often sensitive to the wage-employment trade-off in that, if they perceive their union to effectively raise wages, they have higher levels of job insecurity. However, work rules do not appear to have much effect on reducing job insecurity perceptions.     

Consumer satisfaction with food products

An important problem facing public policy makers is how best to measure market performance. Economists have traditionally used criteria such as the existence of monopoly forces, entry barriers, and externalities in production and consumption. Increasingly, however, policy makers are viewing the measurement of consumer satisfaction as an important additional approach to the assessment of market performance, even though consumer attitudes may lack some of the precision and objectivity of the economist's measures.¹ Responding to the growth of the consumer movement, policy makers are assigning a relatively high priority to the development of programmes designed to protect the consumer interest. Effective consumer protection programmes depend on the availability of information which can provide a basis for comparing levels of consumer satisfaction across a range of products and services, for identifying problem areas, and for effectively allocating limited consumer protection resources. Given the number of alternative foods on the market and the central role of food consumption in everday life, effective resource allocation is of special importance to policy makers concerned with food and agriculture.     

Reexamining gender issues in salesperson propensity to leave

This research examines the moderating effects of salesperson gender and salesperson performance on the relationship between job satisfaction and propensity to leave the firm. Sales force data from 15-20 standard industrial classification (SIC) manufacturing categories representing 61 different companies and 1042 industrial salespeople were utilized in the study. The results illustrate that for both men and women, job satisfaction is a more important influence on the propensity to leave the firm at 3 months, 6 months and 1 year for low-performing salespeople than for high-performing salespeople. In addition, this research also supports the unique finding that high-performing salesmen have a greater propensity to leave the firm than high-performing saleswomen. Across longer time intervals, the propensity to leave the firm, as indicated by the variance explained, increased for salesmen but decreased for saleswomen. This suggests that high-performing saleswomen may be more loyal to their firm, regarding intention to leave.