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The Mediating Role of Sales Performance in the Effect of Antecedents on Sales Force Satisfaction: In the Case of Top Three Chain Retail Stores Operating in Ethiopia

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  • Getie Andualem Imiru

Abstract

The objective of this study is to investigate the effect of antecedent variables on salesforce Job satisfaction mediated by salesforce performance. Data were gathered using a structured questionnaire from top three chain retail stores engaged in retailing business operating in Ethiopia. Although a total of 450 questionnaires were distributed to sales persons of these companies, 380 questionnaires were returned and used at the end of the data collection process, which gave the response rate of 84 per cent. The ability, effort, self-efficacy, and job core characteristics have a significant Pearson correlation of 0.493, 0.105, 0.288, and 0.391 respectively at 0.01 confidence interval with sales performance. On the other hand, five constructs of the study ability, effort, self-efficacy, fixed compensation, and job core characteristics influenced sales performance significantly at 95% confidence interval with a sig. level of 0.000, 0.004, 0.002, 0.000, and 0.000 respectively. The result of the study indicated that six variables which are ability, effort, self-efficacy, fixed compensation, job core characteristics, and sales performance influenced job satisfaction significantly at 95% confidence interval with a sig. level of 0.000 for all variables.

Suggested Citation

  • Getie Andualem Imiru, 2018. "The Mediating Role of Sales Performance in the Effect of Antecedents on Sales Force Satisfaction: In the Case of Top Three Chain Retail Stores Operating in Ethiopia," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 10(1), pages 145-157, March.
    • Handle: RePEc:ibn:ijmsjn:v:10:y:2018:i:1:p:145-157
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    References listed on IDEAS

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    More about this item

    Keywords

    chain retail stores; salesperson performance; salesperson satisfaction; Ethiopia;
    All these keywords.

    JEL classification:

    • R00 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - General - - - General
    • Z0 - Other Special Topics - - General

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