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Sources of Job Related Ambiguity and Their Consequences Upon Salespersons' Job Satisfaction and Performance

Author

Listed:
  • Douglas N. Behrman

    (Florida State University)

  • William J. Bigoness

    (University of North Carolina)

  • William D. Perreault, Jr.

    (University of North Carolina)

Abstract

This study presents a conceptual model relating four sources of job related ambiguity and two individual difference variables (locus of control and need for clarity) to salesperson job satisfaction and job performance. Previous research related to the model is briefly reviewed. Then, drawing data from a multicompany sample of industrial salespersons and their managers, behavioral research methods are used to clarify the nature and strength of the relationships in the model. The analysis reveals that ambiguity concerning family expectations is positively related to performance, but ambiguity regarding sales manager and customer expectations is negatively related to performance. Lower levels of satisfaction are explained primarly by ambiguous managerial expectations. The individual difference variables are shown to be related to job outcomes even after adjusting for different levels of perceived ambiguity. The individual difference variables, however, do not moderate the relationships between sources of ambiguity and job outcomes.

Suggested Citation

  • Douglas N. Behrman & William J. Bigoness & William D. Perreault, Jr., 1981. "Sources of Job Related Ambiguity and Their Consequences Upon Salespersons' Job Satisfaction and Performance," Management Science, INFORMS, vol. 27(11), pages 1246-1260, November.
    • Handle: RePEc:inm:ormnsc:v:27:y:1981:i:11:p:1246-1260
    DOI: 10.1287/mnsc.27.11.1246
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    1. repec:dau:papers:123456789/4258 is not listed on IDEAS
    2. Xing Zhang & Micha Kaiser & Peng Nie & Alfonso Sousa-Poza, 2019. "Why are Chinese workers so unhappy? A comparative cross-national analysis of job satisfaction, job expectations, and job attributes," PLOS ONE, Public Library of Science, vol. 14(9), pages 1-16, September.
    3. Powpaka, Samart, 2006. "How market orientation affects female service employees in Thailand," Journal of Business Research, Elsevier, vol. 59(1), pages 54-61, January.
    4. John W. Boudreau, 2004. "50th Anniversary Article: Organizational Behavior, Strategy, Performance, and Design in Management Science," Management Science, INFORMS, vol. 50(11), pages 1463-1476, November.
    5. Romain Franck & Maud Dampérat, 2023. "Influence of sales support technologies on salesperson performance: A study of interpersonal and intrapersonal mediators [Influence des technologies d’aide à la vente sur les performances du commer," Post-Print halshs-04159504, HAL.
    6. Misbah Nasir & Ambreen Bashir, 2012. "Examining workplace deviance in public sector organizations of Pakistan," International Journal of Social Economics, Emerald Group Publishing Limited, vol. 39(4), pages 240-253, March.
    7. Uy, Marilyn A. & Sun, Shuhua & Foo, Maw-Der, 2017. "Affect spin, entrepreneurs' well-being, and venture goal progress: The moderating role of goal orientation," Journal of Business Venturing, Elsevier, vol. 32(4), pages 443-460.

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