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Sequencing of multi-faceted job satisfaction across business-to-business and business-to-consumer salespeople: A multi-group analysis

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  • Hartmann, Nathaniel N.
  • Rutherford, Brian N.
  • Park, JungKun

Abstract

Advancements in the multi-faceted business-to-business job satisfaction literature suggest the facets are sequenced. This research examines the robustness of this sequencing within business-to-business salespeople in addition to assessing the generalizability of the sequencing to business-to-consumer salespeople. The results provide a large degree of support for the robustness of the sequencing as well as its generalizability. The results also suggest that the relationship between satisfaction with customer and satisfaction with work is more positive in business-to-business salespeople, and that the relationship between satisfaction with pay and satisfaction with work is more positive in business-to-consumer salespeople.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:jbrese:v:70:y:2017:i:c:p:153-159
    DOI: 10.1016/j.jbusres.2016.08.024
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    References listed on IDEAS

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    1. Lussier, Bruno & Philp, Matthew & Hartmann, Nathaniel N. & Wieland, Heiko, 2021. "Social anxiety and salesperson performance: The roles of mindful acceptance and perceived sales manager support," Journal of Business Research, Elsevier, vol. 124(C), pages 112-125.
    2. Lee, C.K.M. & Ng, K.K.H. & Chan, Hing Kai & Choy, K.L. & Tai, W.C. & Choi, L.S., 2018. "A multi-group analysis of social media engagement and loyalty constructs between full-service and low-cost carriers in Hong Kong," Journal of Air Transport Management, Elsevier, vol. 73(C), pages 46-57.

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