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The moderating effects of gender and inside versus outside sales role in multifaceted job satisfaction

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  • Rutherford, Brian N.
  • Marshall, Greg W.
  • Park, JungKun

Abstract

Two key trends in B2B sales organizations are increased representation by females in sales roles and a shift toward more inside sales positions than has been true in the past. Prior work on multifaceted job satisfaction among salespeople has not fully taken these elements into account. This study furthers the literature by examining the moderating role of gender and inside versus outside sales role on multifaceted job satisfaction. Results provide opportunity for provocative discussion among sales organizational leadership of more customized approaches to improve the satisfaction of the sales force.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:jbrese:v:67:y:2014:i:9:p:1850-1856
    DOI: 10.1016/j.jbusres.2013.12.004
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    References listed on IDEAS

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    1. 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.
    2. Russ, Frederick A. & McNeilly, Kevin M., 1995. "Links among satisfaction, commitment, and turnover intentions: The moderating effect of experience, gender, and performance," Journal of Business Research, Elsevier, vol. 34(1), pages 57-65, September.
    3. Mulki, Jay Prakash & Jaramillo, Fernando & Locander, William B., 2006. "Emotional exhaustion and organizational deviance: Can the right job and a leader's style make a difference?," Journal of Business Research, Elsevier, vol. 59(12), pages 1222-1230, November.
    4. Comer, James M. & Machleit, Karen A. & Lagace, Rosemary R., 1989. "Psychometric assessment of a reduced version of INDSALES," Journal of Business Research, Elsevier, vol. 18(4), pages 291-302, June.
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    Cited by:

    1. 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.
    2. Giacosa, Elisa & Culasso, Francesca & Crocco, Edoardo, 2022. "Customer agility in the modern automotive sector: how lead management shapes agile digital companies," Technological Forecasting and Social Change, Elsevier, vol. 175(C).
    3. Yongbeom Hur, 2023. "Improving Job Satisfaction Among Racial/Ethnic Minorities: The Case of U.S. Federal Employees," Public Organization Review, Springer, vol. 23(3), pages 1293-1310, September.
    4. Ohiomah, Alhassan & Andreev, Pavel & Benyoucef, Morad & Hood, David, 2019. "The role of lead management systems in inside sales performance," Journal of Business Research, Elsevier, vol. 102(C), pages 163-177.
    5. Ramos, Carla & Claro, Danny P. & Germiniano, Renato, 2023. "The effect of inside sales and hybrid sales structures on customer value creation," Journal of Business Research, Elsevier, vol. 154(C).

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