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Salesperson Performance, Pay, and Job Satisfaction: Tests of a Model Using Data Collected in the United States and Japan

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  • R Bruce Money

    (University of South Carolina)

  • John L Graham

    (University of California, Irvine)

Abstract

A causal model of salesperson performance and satisfaction is tested using data collected in Japan and the United States. The model seems to work well for both cultural groups, that is, comparable levels of variance are explained. However, the data appear to fit the model differently across samples; culture appears to moderate the relationships among constructs. Pay and valence for pay play a more central role for the Americans than the Japanese. Value congruence has a strong influence on job satisfaction for the Japanese, but not the American sales representatives. These findings confirm both the conventional wisdom that financial incentives are crucial in the United States, and the anecdotal evidence that closer supervision and corporate culture will be more useful sales management tools in Japan.© 1999 JIBS. Journal of International Business Studies (1999) 30, 149–172

Suggested Citation

  • R Bruce Money & John L Graham, 1999. "Salesperson Performance, Pay, and Job Satisfaction: Tests of a Model Using Data Collected in the United States and Japan," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 30(1), pages 149-172, March.
    • Handle: RePEc:pal:jintbs:v:30:y:1999:i:1:p:149-172
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    Citations

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    Cited by:

    1. Mallin, Michael L. & Asree, Susita & Koh, Anthony C. & Hu, Michael Y., 2010. "Antecedents to managerial trust and sales control in Malaysian salesforce," International Business Review, Elsevier, vol. 19(3), pages 292-305, June.
    2. Azman ISMAIL & Nurhana M RAFIUDDIN & Mohd Hamran MOHAMAD & Norashikin Sahol HAMID & Aniza WAMIN & Nurzawani ZAKARIA, 2011. "Performance Based Pay As A Determinant Of Job Satisfaction: A Study In Malaysia Giatmara Centers," Management and Marketing Journal, University of Craiova, Faculty of Economics and Business Administration, vol. 0(1), pages 77-88, May.
    3. Azman ISMAIL & Mohammad Fuad ZAIDI & Aimi ANUAR, 2015. "Administrator’S Role In Performance Based Reward As A Determinant Of Employee Outcomes," Management and Marketing Journal, University of Craiova, Faculty of Economics and Business Administration, vol. 0(1), pages 92-110, May.
    4. Engelen, Andreas & Brettel, Malte, 2011. "Assessing cross-cultural marketing theory and research," Journal of Business Research, Elsevier, vol. 64(5), pages 516-523, May.
    5. Baldauf, Artur & Cravens, David W. & Grant, Kegn, 2002. "Consequences of sales management control in field sales organizations: a cross-national perspective," International Business Review, Elsevier, vol. 11(5), pages 577-609, October.
    6. Qi Wei & Chris Rowley, 2008. "Changing patterns of rewards in Asia: a literature review," Asia Pacific Business Review, Taylor & Francis Journals, vol. 15(4), pages 489-506, September.
    7. Maria Rouziou & Willy Bolander & Karen Peesker & Pia Hautamäki & Deva Rangarajan & Manoshi Samaraweera & Jorge Bullemore & Michel Klein & Raj Agnihotri & Karina Burgdorff Jensen & Danny Pimentel Claro, 2024. "Global Events Demand Global Data : COVID-19 Crisis Responses and the Future of Selling and Sales Management around the Globe," Post-Print hal-04717619, HAL.
    8. Piercy, Nigel F. & Low, George S. & Cravens, David W., 2004. "Examining the effectiveness of sales management control practices in developing countries," Journal of World Business, Elsevier, vol. 39(3), pages 255-267, August.
    9. Alicia Cavazos-Garza, 2011. "Work And Family Conflict: A Comparison Between American And Mexican Women," International Journal of Management and Marketing Research, The Institute for Business and Finance Research, vol. 4(1), pages 31-47.
    10. Ong Choon Hee & Lim Hui Yan & Adriana Mohd Rizal & Tan Owee Kowang & Goh Chin Fei, 2018. "Factors Influencing Employee Job Satisfaction: A Conceptual Analysis," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 8(6), pages 331-340, June.
    11. Flora F. T. Chiang & Thomas A. Birtch, 2006. "An empirical examination of reward preferences within and across national settings," Management International Review, Springer, vol. 46(5), pages 573-596, September.
    12. Brashear, Thomas G. & Lepkowska-White, Elzbieta & Chelariu, Cristian, 2003. "An empirical test of antecedents and consequences of salesperson job satisfaction among Polish retail salespeople," Journal of Business Research, Elsevier, vol. 56(12), pages 971-978, December.

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