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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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    References listed on IDEAS

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    Cited by:

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    6. 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.
    7. 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.
    8. 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.
    9. 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.

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