Leader Behavior,Work-Attitudes,and Turnover of Salespeople: An Integrative Study

Data were collected from the national field sales force of a major consumer goods manufacturer. The study develops a structural model of salespeople's perceptions of their supervisors' behaviors (i.e., leadership consideration and leadership role clarity), and the influence of supervisors' behaviors on the sales force's role perceptions, job anxiety, job satisfaction, propensities to leave and actual turnover. The study integrates previous research regarding sales force turnover to form the underpinning for the relationships between the constructs, and finds empirically that sales managers' leadership behaviors directly and indirectly influence job satisfaction, which influences salespeople's propensity to leave the organization and actual turnover.     

The Effect of Organizational Climate on Job Satisfaction,Anxiety, and Propensity to Leave

This study examined the prediction of job-related attitudes from organizational climate dimensions. Ss were 111 supermarket department managers who returned an anonymous questionnaire which tapped perceptions of the organizational environment (i.e., climate) along 11 dimensions and also contained measures of job satisfaction, propensity to leave, and job-related anxiety. Each attitude variable was regressed on the 11 climate dimensions with use of stepwise multiple regression. The dimension of “Organizational clarity” emerged as the most significant predictor for each of the three outcome variables, a finding that is congruent with previous research in the area of role ambiguity. The dimension of “Performance-reward dependence” contributed significantly to the prediction of job satisfaction and propensity to leave, but not to the prediction of job-related anxiety. This is consistent with theories linking dissatisfaction and turnover with unsatisfactory reward systems.     

Teachers' perceptions of school psychological services

Teachers from two schools responded to a structured interview designed to reveal their perceptions of the roles and functions of school psychologist-psychometrists. Responses of teachers grouped according to degree of teaching experience and amount of contact with school psychologists or psychometrists were compared on five sets of variables pertaining to the psychologist's role and functions. Results illustrate that teachers view the psychologist as a specialist in emotional problems whose major diagnostic procedure is testing, who recommends treatment but does little himself. Statistical analysis indicates that both the factors of teaching experience and contact with psychologists differentiate between teachers' percpions of the school psychologist's functioning. Teacher recommendations for change in psychological services are outlined.     

Moderating effects of perceived control and need for clarity on the relationship between role stressors and employee affective reactions

The authors examined the salience of perceived control and need for clarity as "buffers" of the adverse consequences of role stressors by using hierarchical regressions on role ambiguity and role conflict, with job satisfaction and psychological strain as the criterion variables. In a sample of U.S. and New Zealand employees, perceived control was directly associated with higher satisfaction and reduced strain but displayed no moderating effect on stressor-outcome relationships. Need for clarity, on the other hand, was a significant moderator of the relationship of role ambiguity and conflict to both satisfaction and strain; that finding suggests that researchers could give more attention to dispositional variables in examining the correlates of role stressors.     

Moderating Effects of Perceived Control and Need for Clarity on the Relationship Between Role Stressors and Employee Affective Reactions

Abstract

The authors examined the salience of perceived control and need for clarity as “buffers” of the adverse consequences of role stressors by using hierarchical regressions on role ambiguity and role conflict, with job satisfaction and psychological strain as the criterion variables. In a sample of U.S. and New Zealand employees, perceived control was directly associated with higher satisfaction and reduced strain but displayed no moderating effect on stressor-outcome relationships. Need for clarity, on the other hand, was a significant moderator of the relationship of role ambiguity and conflict to both satisfaction and strain; that finding suggests that researchers could give more attention to dispositional variables in examining the correlates of role stressors.     

Role Conflict and Role Ambiguity of Employment Counselors

The relationship of role conflict and role ambiguity to job satisfaction and other variables was examined in a national sample of 506 employment counselors. A survey was mailed to USES counselors in ten states. Regression analysis showed that the 11 personal and organizational variables included in the study accounted for only a small amount of the variance in role conflict or role ambiguity. On the other hand, role conflict and role ambiguity were negatively and significantly related to job satisfaction of the counselors. These stress variables were related positively and significantly to counselors' propensity to leave the agency. Privacy of counseling facilities and time spent in counseling activities were two variables contributing most to explaining variance in role stress. Both related negatively and significantly to role conflict and role ambiguity.     

Burnout in School Psychology

This study examined levels of bumout and relationships between burnout and selected personality characteristics and role expectations in a sample of school psychologists employed as practitioners in school settings. The results indicated that personality variables related significantly to burnout over and above demographic and work condition variables. Higher levels of burnout were associated with tendencies to be high in competitiveness and egocentricity and low in conscientiousness and extraversion. Professionals who reported higher levels of burnout indicated greater dissatisfaction with their professional roles, preferring to devote more time to consultation and counseling activities. The implications for research and practice are discussed.     

Examining the Relationship between Work Attitudes and Propensity to Leave among Expatriate Salespeople

The study employs literatures addressing turnover of employees in general, turnover of salespeople, and variables specific to expatriate managers to examine turnover of expatriate salespeople. Individual, job, and organizational variables are used as predictors of propensity to leave. The research suggests that several variables influence propensity to leave of expatriates: met expectations, participation, job satisfaction, and organizational commitment. The research also suggests that organizations need to establish clear expectations concerning the demands of the overseas sales job and allow salespeople to understand the parameters of employment.     

Trait affect and job search outcomes

The present study examines the role of trait affect in job search. One hundred and twenty-three university students completed measures of positive and negative affectivity, conscientiousness, job search self-efficacy, job search clarity, and job search intensity during their last year of school while on the job market. At the end of the school year, participants completed the measure of job search intensity again, and indicated the number of interviews and offers they had received and whether they had accepted a full-time job. As hypothesized, positive affectivity predicted job search clarity over and above conscientiousness and job search self-efficacy. Job search clarity mediated relationships between positive affectivity and job search intensity and between job search self-efficacy and job search intensity. Negative affectivity, however, did not predict job search clarity. Job search clarity predicted job search intensity, which led to interviews, offers, and employment. The results suggest that job seekers high in positive affectivity find a job because they achieve job search clarity and, in turn, look for a job intensely.     

Personality traits and job characteristics as predictors of job experiences

This study investigates the relationships of personality traits and job characteristics (predictors) with job experiences (criteria) in a sample of job incumbents working in a broad variety of occupations. Subjects were 181 job applicants, who participated in a personnel selection procedure carried out by a Dutch staffing organization. As a part of this procedure, subjects completed a number of personality questionnaires. Personality scale scores were factor-analysed, and four orthogonal trait dimensions were identified: Emotional Stability, Extraversion, Sensation Seeking, and Achievement Motivation. Between l½ and 2 years after the selection, subjects rated their current jobs on four job characteristics dimensions, namely dynamicity, autonomy, external–internal, and structure. At the same time, they completed a questionnaire measuring job experiences, namely job satisfaction, job-induced tension, propensity to leave the job, and self-appraised performance. The results indicated that personality traits had several significant and hypothesized longitudinal effects on the job experience criteria. Personality contributed to the prediction of the criteria even when the effects of job characteristics were taken into account. No significant Personality X Job Characteristics interactions were found, although subgroup analysis revealed a number of interesting differences among the various categories of occupations. For example, Sensation Seeking predicted job strain and propensity to leave, especially in highly structured and not very autonomous jobs. It is concluded that work experiences are clearly determined by person and job characteristics, although in an additive rather than in an interactional way.     

School psychologists' services in special education programs

Reviews school psychologists' services in special education programs. Fifty-eight credentialed school psychologists in 10 school districts were interviewed individually about background and training, professional duties, favored clinical techniques, and opinions and recommendations for improved services. According to self-reports, the bulk of time was devoted to activities directly related to assessment of pupils with little involvement in research, in-service training, or other clinical activities. Professional association memberships were primarily local. Assessment techniques tended to be limited to a few standardized tests. Overall findings support sample psychologists' expressed concerns as to need for changes in preservice and in-service training.     

Self-esteem,race, and job satisfaction

The present study investigated relationships between self-esteem (SE) and job satisfaction among black and white employees. The sample consisted of 523 (45% black) employees of a large, urban school system. There was a positive relationship between SE and job satisfaction for members of both racial groups. In addition, the correlation between need satisfaction and job satisfaction was stronger for high SE persons than for low SE persons. The relationships between two social reference variables (the perceived satisfaction of other employees and improved standard of living) and job satisfaction were, as predicted, stronger for low SE whites than for high SE whites. Among blacks, however, the social reference variables were strongly related to job satisfaction regardless of level of SE.     

Job search and social cognitive theory: The role of career-relevant activities

Social cognitive theory was used to explain the relationships between career-relevant activities (environmental and self career exploration, career resources, and training), self-regulatory variables (job search self-efficacy and job search clarity), variables from the Theory of Planned Behavior (job search attitude, subjective norm, job search intention), and job search intensity. Based on a sample of employed and unemployed job seekers, we found that job seekers who spent more time in career exploration, attended more training programs, and used more career resources reported higher job search clarity and job search self-efficacy. Job search self-efficacy, job search attitude, and subjective norm predicted job search intention, and job search clarity and job search intention predicted job search intensity eight months later. The results of this study provide practical information on what job seekers can do to improve their job search clarity and job search self-efficacy and demonstrate the application of social cognitive theory for understanding and predicting job search behavior.     

The role of Canadian school psychologists: Perceptions of a sample from the general public

A sample of 77 subjects responded to a questionnaire designed to collect information about their perceptions of the role of school psychologists. The results indicate that overall the respondents had a fairly accurate sense of what a school psychologist does, although they overestimated the importance of psychotherapy as one of the school psychologist's functions. It is recommended that school psychologists more clearly specify their function when dealing with members of the general public.     

A path analytic study of the structure of employee job satisfaction: The critical role of top management

This empirical study examined the structure of job satisfaction for 1991 unionized, hourly rated assembly plant employees. The sample was drawn from 10 product assembly plants in the U.S. automobile industry. A multistage, multivariate model was formulated, involving 15 hypotheses. Causal relationships among the variables in the model were estimated using path analysis. A major finding was that the more positive the individual employee's perception of upper management, the greater the employee's job satisfaction. In addition, the employee's perception of upper management had a greater influence on employee job satisfaction than the employee's perception of immediate supervision (foreman).     

School psychologists at three-quarters century: Congruence between training,practice, preferred role and competence

A national sample of practicing school psychologists responded to a questionnaire measuring certain demographic characteristics and their perceptions of their training, practice, preferred job, and competence. Characteristics of the sample are reported and congruence measures are given for the major variables. Finally, differences are examined for job setting (urban-rural), degree field (school psychology-other), and degree level (doctoral-subdoctoral). Implications for the profession are discussed.     

Political skill as neutralizer of felt accountability—job tension effects on job performance ratings: A longitudinal investigation

This study examined the effects of felt accountability, political skill, and job tension on job performance ratings. Specifically, we hypothesized that felt accountability would lead to higher (lower) job performance ratings when coupled with high (low) levels of political skill, and that these relationships would be mediated by job tension. Data were gathered at multiple times over a one-year period (i.e., baseline performance, attitudinal variables one month later, supervisor reports of subordinate performance six months and one year after baseline performance was measured). Strong support was shown for the total effects model, whereby political skill moderated felt accountability—job performance ratings, felt accountability—job tension, and job tension—job performance ratings relationships. However, more focused analyses demonstrated that political skill most strongly moderated the job tension—job performance ratings linkage. Implications, strengths and limitations, and directions for future research are provided.     

Boundary-spanning functions served by rural school psychologists

The impact of perceived environmental demands on the roles and job satisfaction of the school psychologist in rural school systems was explored. Superintendents rated their perceptions of the community context and the psychologist's involvement in interagency linking functions. School psychologists rated their performance of boundary-spanning functions and their job perceptions. Results indicated that certain perceived environmental pressures are related to the performance of boundary-spanning activities. Those who performed boundary-spanning functions are more satisfied with their jobs and more influential in determining their roles.     

Perceptions of school psychology services from a staff perspective

This investigation examined how staff in an elementary school district perceived their school psychologists and how these perceptions differed across components of service and staff groups. We developed a School Psychological Service Questionnaire and then analyzed responses from regular education teachers, special education teachers, principals, and school psychologists in an urban school district. Although the findings are numerous, most noteworthy are, first, that consumer groups in the district had different perceptions than school psychologists about how school psychologists allocate their time and how this time should be allocated in the future. Second, consumer perceptions of school psychologists' knowledge generally were favorable. Third, in terms of domains appropriate for involvement by school psychologists, a factor analysis of consumer ratings revealed three relatively clear dimensions of recommended service provision — special education activities, interpersonal or school-climate activities, and administrative responsibilities. Fourth, the helpfulness of school psychologists, as perceived by consumers, related positively to frequency of contact. Fifth, differences in perception of school psychological services were evident across staff groups. Finally, comparisons between master's level and doctoral level school psychologists suggested numerous differences in how the staff perceived these service providers.     

Students' perceptions of personality needs and environmental press as a function of program separation

A sample of 1,877 high school seniors completed the Activities Index and High School Characteristics Index. The student responses were used to identify personality needs and environmental press differences across program and degree of program separation variables.It was concluded that: (1) College preparatory students perceived high personality needs for intellectual endeavors, while vocational students had needs for the tangible and concrete. (2) The personality differences across degrees of program separation suggested the physical proximity of the two program groups affected students' interpersonal relationships. (3) Several of the environmental press were exactly opposite the students' perceived personality needs. (4) The nonsignificant needs-press relationships suggested that high school environments were not facilitating the personality needs of students. (5) Comprehensive high schools seemed the most viable administrative configuration for servicing the diverse needs of today's high school students.