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The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors

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  • Rutherford, Brian
  • Boles, James
  • Hamwi, G. Alexander
  • Madupalli, Ramana
  • Rutherford, Leann

Abstract

To date, the majority of studies on job satisfaction use either a global measure or the JDI measure. To extend current research, this study uses the seven dimensions of job satisfaction as described by Churchill et al. [Churchill, G.A., Ford, N.M., Walker, O.C. Measuring the job satisfaction of industrial salesmen. J Mark Res 1974; 11 (3): 254-260.] to explore the relationship between job satisfaction, emotional exhaustion, organizational commitment and propensity to leave. Findings suggest that: 1) emotional exhaustion only relates to certain dimensions of job satisfaction and 2) job satisfaction dimensions related to organizational commitment and propensity to leave are not necessarily the same. Overall, this research provides an argument for the use of the seven dimension job satisfaction scale, as opposed to global measures or the JDI measure.

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  • Rutherford, Brian & Boles, James & Hamwi, G. Alexander & Madupalli, Ramana & Rutherford, Leann, 2009. "The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors," Journal of Business Research, Elsevier, vol. 62(11), pages 1146-1151, November.
    • Handle: RePEc:eee:jbrese:v:62:y:2009:i:11:p:1146-1151
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    Cited by:

    1. Feldy Marzena & Bojko Marta, 2020. "Job Expectations and Satisfaction Among Scientists," Marketing of Scientific and Research Organizations, Sciendo, vol. 35(1), pages 1-28, March.
    2. Castaldo, Sandro & Ciacci, Andrea & Penco, Lara, 2023. "Perceived corporate social responsibility and job satisfaction in grocery retail: A comparison between low- and high-productivity stores," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    3. Spagnoli, Paola & Caetano, Antonio & Santos, Susana Correia, 2012. "Satisfaction with job aspects: Do patterns change over time?," Journal of Business Research, Elsevier, vol. 65(5), pages 609-616.
    4. Rutherford, Brian, 2012. "Building buyer commitment to the salesperson," Journal of Business Research, Elsevier, vol. 65(7), pages 960-967.
    5. Ambrose, Scott C. & Waguespack, Blaise P. & Rutherford, Brian N., 2021. "The negative effects of travel friction among road warrior salespeople," Journal of Air Transport Management, Elsevier, vol. 95(C).
    6. Angelika Lepold & Norbert Tanzer & Anita Bregenzer & Paulino Jiménez, 2018. "The Efficient Measurement of Job Satisfaction: Facet-Items versus Facet Scales," IJERPH, MDPI, vol. 15(7), pages 1-19, June.
    7. Azman Ismail & Noor Azmi Mohd Zainol & Awangku Mohamad Najib, 2011. "An Empirical Study of the Relationship between Performance Appraisal Politics and Job Satisfaction," Acta Universitatis Danubius. OEconomica, Danubius University of Galati, issue 1(1), pages 5-19, March.
    8. Briggs, Elten & Jaramillo, Fernando & Weeks, William A., 2012. "Perceived barriers to career advancement and organizational commitment in sales," Journal of Business Research, Elsevier, vol. 65(7), pages 937-943.
    9. Murphy, William H. & Li, Ning, 2015. "Key account management in China: Insights from a Chinese supplier," Journal of Business Research, Elsevier, vol. 68(6), pages 1234-1241.
    10. Rutherford, Brian N. & Marshall, Greg W. & Park, JungKun, 2014. "The moderating effects of gender and inside versus outside sales role in multifaceted job satisfaction," Journal of Business Research, Elsevier, vol. 67(9), pages 1850-1856.
    11. Miri Chung & Young-Hye Jang & Steven A. Edelson, 2021. "The path from role clarity to job satisfaction: natural acting and the moderating impact of perceived fairness of compensation in services," Service Business, Springer;Pan-Pacific Business Association, vol. 15(1), pages 77-102, March.
    12. Hartmann, Nathaniel N. & Rutherford, Brian N. & Feinberg, Richard & Anderson, James G., 2014. "Antecedents of mentoring: Do multi-faceted job satisfaction and affective organizational commitment matter?," Journal of Business Research, Elsevier, vol. 67(9), pages 2039-2044.
    13. Valenzuela, Leslier & Torres, Eduardo & Hidalgo, Pedro & Farías, Pablo, 2014. "Salesperson CLV orientation's effect on performance," Journal of Business Research, Elsevier, vol. 67(4), pages 550-557.
    14. Samuel Adams & Fanny Adams Quagrainie & Edem Kwame Mensah Klobodu, 2014. "Psychological contract formation: The influence of demographic factors," International Area Studies Review, Center for International Area Studies, Hankuk University of Foreign Studies, vol. 17(3), pages 279-294, September.
    15. Kevin J. Shanahan & Christopher D. Hopkins, 2019. "Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent," Journal of Business Ethics, Springer, vol. 159(3), pages 837-848, October.
    16. Yuna Ma & Jiafeng Gu & Ruixi Lv, 2022. "Job Satisfaction and Alcohol Consumption: Empirical Evidence from China," IJERPH, MDPI, vol. 19(2), pages 1-15, January.
    17. Cho, Yoon-Na & Rutherford, Brian N. & Park, JungKun, 2013. "The impact of emotional labor in a retail environment," Journal of Business Research, Elsevier, vol. 66(5), pages 670-677.
    18. William C. McDowell & Lucy M. Matthews & Ryan L. Matthews & Joshua R. Aaron & Diane R. Edmondson & Cheryl B. Ward, 2019. "The price of success: balancing the effects of entrepreneurial commitment, work-family conflict and emotional exhaustion on job satisfaction," International Entrepreneurship and Management Journal, Springer, vol. 15(4), pages 1179-1192, December.
    19. Hartmann, Nathaniel N. & Rutherford, Brian N. & Park, JungKun, 2017. "Sequencing of multi-faceted job satisfaction across business-to-business and business-to-consumer salespeople: A multi-group analysis," Journal of Business Research, Elsevier, vol. 70(C), pages 153-159.
    20. Cho, Yoon-Na & Rutherford, Brian N. & Park, JungKun, 2013. "Emotional labor's impact in a retail environment," Journal of Business Research, Elsevier, vol. 66(11), pages 2338-2345.
    21. Hartmann, Nathaniel N. & Rutherford, Brian N. & Hamwi, G. Alexander & Friend, Scott B., 2013. "The effects of mentoring on salesperson commitment," Journal of Business Research, Elsevier, vol. 66(11), pages 2294-2300.
    22. Macintosh, Gerrard & Krush, Michael, 2014. "Examining the link between salesperson networking behaviors, job satisfaction, and organizational commitment: Does gender matter?," Journal of Business Research, Elsevier, vol. 67(12), pages 2628-2635.
    23. Bande, Belén & Jaramillo, Fernando & Fernández-Ferrín, Pilar & Varela, José A., 2019. "Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion," Journal of Business Research, Elsevier, vol. 95(C), pages 143-155.
    24. Adriana Ana Maria Davidescu & Simona-Andreea Apostu & Vasile Alecsandru Strat & Adrian Istrate Scradeanu & Ion Daniel Zgura & Maria Gabriela Horga, 2021. "The Impact of Teleworking on the Romanians Employees’ Job Satisfaction. An Empirical Evidence Based on Multiple Correspondence Analysis (MCA) and Logistic Regression," The AMFITEATRU ECONOMIC journal, Academy of Economic Studies - Bucharest, Romania, vol. 23(58), pages 637-637, August.
    25. Rutherford, Brian N. & Shepherd, C. David & Tashchian, Armen, 2015. "Validating the reduced burnout scale and sequencing of burnout," Journal of Business Research, Elsevier, vol. 68(1), pages 67-73.

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