Differences In the Importance of Selling Techniques Between Consumer and Industrial Salespeople

Abstract

The techniques involved in the personal selling process have been well documented in numerous sources over the years, but little research-based guidance has been provided to aid professional salespeople in the implementation of such techniques. The purpose of this research study is to examine the importance of 84 selling techniques, and cite the similarities and differences between consumer and industrial salespeople. The results indicate that consumer salespeople tend to rely more on other people, community contact, and standardized sales presentations than do industrial salespeople, while the latter rely more on company-supplied resources and partially standardized presentation styles.     

Indsales Model: A Facet-Level Job Satisfaction Model among Salespeople

While a debate exists with regard to the measurement of job satisfaction as a global or multifaceted construct, research has yet to understand how the facets of job satisfaction behave in a developmental process. Using the INDSALES satisfaction scale, this research theoretically develops and empirically tests a multifaceted job satisfaction model using a sample of 226 business-to-business sales representatives. The results demonstrate the linkages among different elements of satisfaction and illustrate the interdependencies inherent to job satisfaction facets. Drawing from expectancy theory and the established relationships among satisfaction facets, sales organizations should focus their efforts on increasing salesperson satisfaction with policy and support and properly aligning salesperson expectations.     

Perceived Job Characteristics and Job Satisfaction among Men and Women

This study analyzes relationships between intrinsic and extrinsic job characteristics and overall job satisfaction among men and women. Zeroorder correlation and multiple regression analyses ascertain the relationships between eight perceived job characteristics and job satisfaction among a national probability sample of 1,533 workers. The results reveal similar patterns of relationships between perceived job characteristics and job satisfaction for men and women indicating that they require similar job characteristics to be satisfied with their jobs.     

Relationships between Facets of Job Satisfaction and Task and Contextual Performance

This study examined the relationship between job satisfaction and task and contextual performance. Specifically, it assessed this relationship for overall as well as facets of job satisfaction. Four hundred and forty‐four employees in a manufacturing plant completed measures of job satisfaction and their supervisors completed measures of task and contextual job performance. Results indicate that the relationships between overall job satisfaction and task and contextual performance were the same. However, when the facets of job satisfaction were considered, different relationships emerged. There was a stronger relationship between satisfaction with supervision and contextual performance compared to task performance. In contrast, there was a stronger relationship between satisfaction with work and task performance compared to contextual performance. Results indicated the importance of considering different facets with the job satisfaction and job performance relationship, as well as the importance of matching predictors and criteria in terms of their levels of specificity. Cette étude examine la relation entre la satisfaction au travail, la tâche et la performance en contexte. Plus spécifiquement, cette relation a étéévaluée en envisageant la relation au travail de façon globale ou selon différentes facettes. La satisfaction au travail a été mesurée auprès de 444 salariés d’une usine de fabrication, la tâche et la performance en contexte ont étéévaluées par leurs supérieurs. Les résultats indiquent que les relations entre la satisfaction au travail envisagée de façon globale, la tâche et la performance en contexte sont les mêmes. Cependant, quand on distingue les facettes de la satisfaction au travail, des relations différentes émergent. Il y a une relation plus importante entre la satisfaction envers la supervision et la performance en contexte qu’entre la satisfaction envers la supervision et la performance. En revanche, il y a une relation plus forte entre la satisfaction du travail et la performance qu’entre la satisfaction du travail et la performance en contexte. Les résultats indiquent l’importance de trouver des indicateurs et des critères qui rendent compte de ces spécificités.     

The Dimensionality of the Industrial Sales Job Characteristics

Abstract

Sales representative motivation, satisfaction, and performance have been topics of considerable interest to managers and researchers alike for many years. Recently researchers have borrowed conceptualizations from organizational behavior and applied them successfully in the sales setting. For the most part, research on work-related sales representative motivation has focused on either the “expectancy” approach or the “job characteristics” approach. A brief overview is presented, followed by an assessment of the validity of the core dimensions found in the increasingly popular Job Diagnostic Survey in a sales representative context. The managerial implications of the assessment are also discussed.     

Job Importance as a Moderator of the Relationship Between Job Satisfaction and Life Satisfaction

Moderated regression analyses are used to assess the degree to which indirect indicators of job importance moderate the relationship between job satisfaction and life satisfaction. The 1971 Quality of American Life Survey (N = 2,164) and the 1972-1973 Quality of Employment Survey (N = 1,496) provide two large nationwide probability sample data sets for these secondary analyses. It is hypothesized that the strength of the job satisfaction-life satisfaction relationship is positively related to job importance. Contrary to this hypothesis, respondents whose jobs were expected to be more important do not have substantially stronger job satisfaction-life satisfaction relationships than respondents whose jobs were expected to be less important. The zero-order job satisfaction–life satisfaction correlations in both samples are stronger than expected (r = .48 and r = .49). Discussion focuses on the conceptual implications of the failure to find substantial moderator effects. Locke's (1969) theory of the implicit role of importance in determining satisfaction is invoked to explain the obtained pattern of results.     

Job Characteristics and Life Satisfaction in the EU: a Domains-of-Life Approach

Applied Research in Quality of Life - Working life has come to permeate every domain of life. Characteristics once thought to affect only the job domain have become important determinants of how...     

高校教师人格特质、工作特征与工作满意度的关系研究

采用高校教师工作特征问卷、人格特质问卷、工作满意度问卷对400名高校教师进行调查。结果发现：（1）高校教师工作特征与工作满意度存在显著的正相关,工作特征中的多样性与工作本身、人际关系达到中度相关;工作特征中的完整性与工作满意度、重要性与工作满意度的五个维度均达到中度相关;工作特征中的自主性与薪酬待遇、进修提升、人际关系呈中度相关;工作特征中的反馈性与工作本身、薪酬待遇、进修提升、人际关系呈中度相关。（2）高校教师人格特质与工作满意度存在显著的正相关,人格特质中的外向性维度与进修提升呈中度相关;与领导管理呈     

An Applied Analysis of Buyer Equity Perceptions and Satisfaction with Automobile Salespeople

General measures of buyer equity perceptions and disconfirmation have been shown to influence satisfaction with and intention towards the salesperson. In this article, specific and thus controllable salesperson and customer equity-related behaviors are shown to be related to satisfaction and intention. In addition, while the general public image of salespeople is thought to be poor, the present study found that buyers rated their salesperson favorably. The results have important implications concerning the public's image of salespeople.     

Goal Characteristics and Satisfaction: Personal Goals as Mediators of Situational Effects on Task Satisfaction1

This study modeled the process underlying the experience of satisfaction by examining the interrelationships among the task situation, intention characteristics, and satisfaction. The central proposition of the model was that the effect of the situation on satisfaction is fully mediated by the nature and status of one's own intentions that result from that context. The proposed model, in which the task situation indirectly determines satisfaction only through intention characteristics, was compared to a model in which the situation both directly and indirectly determines satisfaction and to a model which contained no intention characteristics. The intention characteristics assessed in this study included their number, valence, value, commitment, probability, and perceived attainment. Two aspects of the task situation were examined: task enrichment and assigned performance goals. A total of 192 subjects were randomly assigned to 1 of 4 conditions according to goal (no goal vs. assigned goal) and task type (enriched vs. unenriched). Intentions and their characteristics were assessed before the task period, and satisfaction with the task was measured afterward. The results provided support for a model in which the task situation and intention characteristics have independent effects on satisfaction.     

Job Satisfaction and Nonwork Satisfaction as Components of Life Satisfaction1

The relationship between job satisfaction and life satisfaction is examined, using regression analyses which control the effects of satisfaction with domains other than the job and conditions associated with the workplace and with life away from work. Results from data analyses of two independent sets of survey data are used to elaborate and refine a multivariate framework for relating overall life satisfaction and job satisfaction.     

Job Satisfaction and Domains of Job Satisfaction for Older Workers with Disabilities in Europe

This paper analyzes the levels of job satisfaction reported by older workers (aged 50–64) with and without disability by using an aggregating approach in which job satisfaction is seen as a combination of various job satisfaction domains (physical effort, time pressure, level of freedom, capability to develop new skills, support in the workplace, recognition of the work, salary, promotion prospect and job security). Using the Survey of Health, Ageing and Retirement in Europe, we estimate a two-layer model based on the interrelation between the different domains of job satisfaction and wherein the individual’s overall job satisfaction depends on each of these domains. The results show that the levels of satisfaction with the recognition of the work, support in difficult situations and physical effort have a significant effect on the overall job satisfaction reported by limited disabled workers. For this group, the trade-offs between the domains recognition with work and support and satisfaction with salary are especially high. These findings can help organizations, managers and policy makers to design or modify current jobs to make them more attractive in terms of satisfaction for limited disabled older workers.     

Effects of Work Group Size and Task Size on Observers' Job Characteristics Ratings

The effects of number of workers (work-group size) and number of tasks (task size) on perceptions of job enrichment were investigated using a simulated assembly-line job. Forty subjects observed workers performing a job in four combinations of work-group size and task size, rating the respective jobs on dimensions taken from the Job Characteristics Model (Hackman & Oldham, 1975). The results indicated that jobs performed by smaller work groups were perceived as significantly more enriched on four of the five dimensions and had greater potential for worker motivation. Significant main effects were also found for task size on three of the five dimensions such that jobs with larger tasks were seen as more enriched and as having greater motivating potential for the workers. A significant interaction was noted for only one job dimension. An ecological perspective of the data (manning theory) supported these results and suggests theoretically useful interpretations of the data.     

Sex Roles and the Desirability of Job Rewards,Expectations and Aspirations of Male versus Female Salespeople

Abstract

There have been numerous studies of the impact of sex-role stereotyping upon the preferences for job rewards and the difference between men and women. This study tests for such differences in a career field where men and women compete equally—commissioned residential real estate sales. Several new hypotheses were tested to include not only differences in desirability for job rewards, but also the expectancy of success in achieving them. There was little evidence of any differences between men and women in this career field resulting from a sex-role impact.     

Clergy-Congregation Mismatches and Clergy Job Satisfaction

Clergy are sometimes matched with congregations that are not as liberal or conservative as they are. We develop two arguments that predict different effects of clergy-congregation mismatches in theological conservatism/liberalism on clergy job satisfaction. One argument predicts no effect of a mismatch on job satisfaction because clergy have been socialized to expect challenges and frustrations in their ministry. The other argument predicts a reduction in clergy job satisfaction because of the clergy-congregation conflict produced by the theology mismatch. National data ( N = 2,467) from two Protestant denominations are used to test these two hypotheses. We find support for the conflict argument: theology mismatches do produce clergy job dissatisfaction, net of numerous other factors. However, this happens only when the minister is more liberal (not more conservative) than the congregation. Additional analysis also showed that these mismatched clergy are more likely to intend to leave their current churches.     

The Role of Excess Cognitive Capacity in the Relationship Between Job Characteristics and Cognitive Task Engagement

A model is presented in which two categories of individual differences, differences related to task capacity and differences related to task motivation, are proposed to influence the relationship between task characteristics and cognitive task engagement. It is proposed that task characteristics will interact with the performer’s task capacity to influence the excess cognitive capacity available to the task performer. To the degree one’s capabilities meet or exceed the demands of the job, excess cognitive capacity is more likely. The relationship between excess cognitive capacity and cognitive task engagement is then moderated by factors influencing one’s task motivation, and by cognitive and physical interventions if the excess capacity is actively utilized in a safe manner. If the excess cognitive capacity is safely utilized, or if task motivation is high, cognitive task engagement is more likely. Implications of the model for human resource management are discussed.     

Openness to Experience and Growth Need Strength as Moderators between Job Characteristics and Satisfaction

This study examines a specific personality variable Growth Need Strength (GNS) and a general Big Five Personality Factor Openness to Experience as moderators between job characteristics and job satisfaction. Respondents were 95 graduate students working in part‐time jobs. They filled out Goldberg’s (1992) bi‐polar rating scale measuring the Big Five factors and Hackman and Oldham’s (1976) Job Diagnostic Survey. Results show that GNS and openness to experience are substantially related. Further, from hierarchical regression analyses, it appeared that the moderating effect of GNS on the relation between skill variety and job satisfaction was explained by the moderating effect of openness to experience. Practical implications for the use of openness to experience and other Big Five personality factors versus specific characteristics in selection and career counselling are discussed.     

Job Level and National Culture as Joint Roots of Job Satisfaction

Pour examiner les variations de la satisfaction au travail dans une perspective transculturelle et interfonctions, des donées d'enquête d'une compagnie internationale auprès de 129,087 répondants de 39 pays ont été analysées. Des analyses à plusieurs niveaux ont montré que la satisfaction au travail est positivement liée au statut et au niveau de l'emploi exercé dans les pays individualistes sans que soit le cas dans les pays collectivistes. De plus, la relation positive entre la satisfaction au travail et le niveau de l'emploi exercé ne se marque que pour les emplois offrant l'opportunité d'exercer ses compétences dans les pays individualistes. Le niveau de l'emploi est même négativement liéà la satisfaction au travail pour des emplois offrant peu d'opportunité d'exercer ses compétences dans les pays collectivistes.
To examine cross-cultural and cross-occupational variations in job satisfaction, data from a multinational company survey with 129,087 respondents from 39 countries was analysed. Multilevel analyses showed that job level is positively related to job satisfaction in individualistic countries but not in collectivistic countries. Moreover, the positive relationship between job level and job satisfaction holds only for jobs with much opportunity to use one's skills and abilities, especially in individualistic countries. Job level is even negatively related to job satisfaction in jobs with little opportunity to use one's skills and abilities in collectivistic countries.     

Relationship Between Job Satisfaction and Job Performance: Job Ambivalence as a Moderator

Based on research regarding the role of attitudinal ambivalence in the validity of attitudes in predicting behavior, we propose job ambivalence as a promising concept for job satisfaction research. In particular, we argue that job ambivalence (i.e., coexistence of positive and negative evaluations of one's job) may moderate the relationship between job satisfaction and job performance. Results of a study conducted with managers of an IT company show, as predicted, that job satisfaction is a better predictor of job performance (i.e., higher satisfaction related to higher performance) when individuals experience low job ambivalence, as compared to when individuals experience high job ambivalence. Implications for future research are discussed.