Examining the role of organizational variables in the salesperson job satisfaction model

Article Abstract:

Job satisfaction has been one of the most studied variables in seeking to understand employee behaviors and attitudes. This has been especially true in sales research because salesperson job satisfaction has been shown to impact a number of key job related attitudes (organizational commitment) and behaviors (potential turnover of salespeople) (Johnston, Parasuraman, Futrell, and Black 1990; Behrman and Perreault 1984). Brown and Peterson (1993) performed a meta-analysis on salesperson job satisfaction that provides an important synthesis of research in this area. Moreover, Brown and Peterson (1994) demonstrated the consistency of several research results concerning key antecedents and consequences of job satisfaction. Importantly, they also point to certain inconclusive findings such as the role of the salesperson performance construct in the job satisfaction model. (Reprinted by permission of the publisher.)

Research, Beliefs, opinions and attitudes, Job satisfaction, Sales personnel, Salespeople

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Developing telemarketing support systems

Article Abstract:

Interviews with 36 field reps and 20 telemarketers at a transportation firm with a 1985 sales volume of $2.5 billion identified five issues pertinent to the creation of a telemarketing support system as an adjunct to the sales force; these issues are: sales force deployment, the organization and structure of the telemarketing group, definition of the telemarketer's workload, development of motivational encouragements for the telemarketing staff, and promotion of healthy job satisfaction levels within the telemarketing group. Other observations related to telemarketing are also discussed, such as the assumption that the more complex the services offered, the greater the need for telemarketing and the greater the likelihood that telemarketing can function only as a support group for the sales staff.

Selling

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Examining the roles of telemarketing in selling strategy

Article Abstract:

A conceptual framework for examining the roles of telemarketing in selling strategy is proposed. A typology of telemarketing jobs is developed and related to face-to-face selling jobs. Important telemarketing strategy issues are examined from managerial and research perspectives. Finally, research propositions are presented and discussed. (Reprinted by permission of the publisher.)

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