Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model

Abstract

Job satisfaction has been one of the most studied variables in seeking to understand employee behaviors and attitudes. This has been especially true in sales research because salesperson job satisfaction has been shown to impact a number of key job related attitudes (organizational commitment) and behaviors (potential turnover of salespeople) (Johnston, Parasuraman, Futrell, and Black 1990; Behrman and Perreault 1984). Brown and Peterson (1993) performed a meta-analysis on salesperson job satisfaction that provides an important synthesis of research in this area. Moreover, Brown and Peterson (1994) demonstrated the consistency of several research results concerning key antecedents and consequences of job satisfaction. Importantly, they also point to certain inconclusive findings such as the role of the salesperson performance construct in the job satisfaction model.