The role of satisfaction with territory design on the motivation, attitudes, and work outcomes of salespeople |
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Authors: | Ken Grant David W Cravens George S Low William C Moncrief |
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Institution: | (1) Monash University, Melbourne, Australia;(2) Texas Christian University, Texas, USA |
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Abstract: | The primary emphasis of previous research concerning salespeople has been focused on their attitudes and behavior. The relationship
between organizational variables and salesperson attitudes and behavior has received very limited attention. Sales territory
design is largely uncontrollable by the salesperson, yet is acknowledged by managers and researchers as an important factor
enabling salespeople to perform well. The objective is to examine satisfaction with territory design from the perspective
of the salesperson. A conceptual model and hypotheses are developed linking the satisfaction with territory design with role
ambiguity, intrinsic motivation, job satisfaction, and performance. Role conflict, met expectations, organizational commitment,
and intention to leave are also included in the model. Survey results provide strong support for 19 of the 21 hypotheses examined.
The findings offer significant insights concerning the role of territory design satisfaction in face-to-face selling and its
consequences. Several managerial implications and avenues for future research are discussed.
Ken Grant is the deputy head in the Department of Marketing, Monash University, Melbourne, Australia. He is a member of the editorial
boards of theEuropean Journal of Marketing and theJournal of Marketing Practice: Applied Marketing Science. He has published in theInternational Journal of Research in Marketing, European Journal of Marketing, Industrial Marketing Management, and several other journals. He advises companies on marketing planning, new products, and sales management and conducts
research and publishes in these areas.
David W. Cravens holds the Eunice and James L. West Chair of American Enterprise Studies at Texas Christian University. His research on sales
management and marketing strategy has been published in theJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, and other leading journals in marketing and management. Before becoming an educator, he held various industry and government
executive positions. He is internationally recognized for his research on marketing strategy and sales management. He has
been a visiting scholar at universities in Austria, Australia, Chile, Czech Republic, England, Ireland, Germany, Mexico, the
Netherlands, New Zealand, Singapore, and Wales. His textbook,Strategic Marketing (Irwin/McGraw-Hill 2000), is widely used in strategy and management courses.
George S. Low is an associate professor of marketing in the M. J. Neeley School of Business, Texas Christian University. He received a
B.A. in advertising from Brigham Young University, an M.B.A. from the Richard Ivey School of Business at the University of
Western Ontario, and a Ph.D. in marketing from the University of Colorado-Boulder. His research on the management of integrated
marketing communications and brands has been published in theJournal of Marketing Research, Journal of Retailing, Journal of Advertising Research, Marketing Management, Marketing Science
Institute’s Working Paper Series, and other journals.
William C. Moncrief is a senior associate dean and professor of marketing at Texas Christian University in Fort Worth, Texas. He received his
B.Sc. in political science and his M.B.A. from the University of Mississippi. He completed his Ph.D. at Louisiana State University
in 1983. His work has been published in leading marketing and sales journals, including theJournal of Marketing Research, Journal of the Academy of Marketing Science, European Journal of Marketing, Journal of Business
Research, Industrial Marketing Management, andJournal of Personal Selling and Sales Management, among others. His research interests are in the field of sales management and include topics such as sales deployment, sales
contests, international sales, telemarketing, turnover, laptop computers, sales job activities, and quality control. He has
taught in Germany, conducted research in Europe, and has most recently consulted in Mexico. |
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