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Examining the link between salesperson networking behaviors, job satisfaction, and organizational commitment: Does gender matter?

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  • Macintosh, Gerrard
  • Krush, Michael

Abstract

Sales professionals are embedded in an array of social interactions through their networking behaviors, yet the literature's understanding of these effects on job-based attitudes is relatively limited. Further, research suggests that men and women, not only network differently, but also often benefit in different ways from networking. This study examines the extent to which gender moderates the relationships between three forms of salesperson networking behaviors, job satisfaction, and organizational commitment. The data from a survey of 179 salespeople indicates that networking behaviors are related to job satisfaction and commitment in sales. However, the relationships vary for male and female salespeople. When analyzed separately, job satisfaction relates positively to professional networking for women, while job satisfaction relates positively to peer networking for men. In addition, peer networking directly relates to organizational commitment for women, rather than mediated by job satisfaction.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:jbrese:v:67:y:2014:i:12:p:2628-2635
    DOI: 10.1016/j.jbusres.2014.03.022
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    1. Liu, Yongmei & Hochstein, Bryan & Bolander, Willy & Bradford, Kevin & Weitz, Barton A., 2020. "Internal selling: Antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance," Journal of Business Research, Elsevier, vol. 117(C), pages 176-188.
    2. Alegre, Inés & Mas-Machuca, Marta & Berbegal-Mirabent, Jasmina, 2016. "Antecedents of employee job satisfaction: Do they matter?," Journal of Business Research, Elsevier, vol. 69(4), pages 1390-1395.
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    5. Zhou, Jihong & Charoensukmongkol, Peerayuth, 2022. "Cultural intelligence and adaptive selling behaviors in cross-cultural selling: The cognitive resource theory and social role theory perspective," Journal of Business Research, Elsevier, vol. 146(C), pages 477-488.
    6. Soares, Maria Eduarda & Mosquera, Pilar, 2021. "Linking career management practices with individual outcomes: The mediating role of perceived employability," Journal of Business Research, Elsevier, vol. 124(C), pages 547-559.
    7. Ross Gilbert, Jonathan & Krush, Michael T. & Trainor, Kevin J. & Wayment, Heidi A., 2022. "The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling," Journal of Business Research, Elsevier, vol. 150(C), pages 326-338.
    8. 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.
    9. Srđana Taboroši & Jovanka Popović & Jasmina Poštin & Jelena Rajković & Nemanja Berber & Milan Nikolić, 2022. "Impact of Using Social Media Networks on Individual Work-Related Outcomes," Sustainability, MDPI, vol. 14(13), pages 1-20, June.

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