Effects of job perceptions on job behaviors: Implications for sales performance |
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| Authors: | Terence L Holmes Rajesh Srivastava |
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| Institution: | a Department of Management and Marketing, College of Business and Public Affairs, Murray State University, P.O. Box 9, Murray, KY 42071-0009, USA
b Department of Marketing and Legal Studies, University of Louisiana at Lafayette, Lafayette, USA |
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| Abstract: | We investigate the relationship between salesperson job perception and job behaviors and their effects on sales performance. Hypotheses are tested using a sample of automobile salespeople. Generally, results show that job involvement is positively related to working hard, but no significant relationship existed with working smart. Job challenge is positively related to both working hard and working smart. Finally, both working hard and working smart are positively related to performance. Discussion of hypothesis support is presented and implications for sales managers, limitations of the study and future research opportunities are then discussed. |
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| Keywords: | Job challenge Job involvement Sales management Working hard Working smart |
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