Title
Understanding effects of salesperson locus of control
Abstract
Purpose: The purpose of this paper is to examine the effects of external locus of control on different job characteristic variables - i.e. role conflict, role ambiguity and emotional exhaustion, in addition to the outcome variable, job satisfaction - in a business-to-business sales setting.
Design/methodology/approach: Data from B2B salespeople were used to test the proposed model using structural equation modeling. Findings: The results indicate that a more external locus of control will be: positively related to role stress factors; indirectly and positively related to emotional exhaustion; and negatively related to job satisfaction.
Originality/value: This study provides a managerially actionable foundation for influencing locus of control to increase a salesperson's satisfaction with his/her position.
Department(s)
Marketing
Document Type
Article
DOI
https://doi.org/10.1108/JBIM-11-2010-0139
Keywords
Emotional exhaustion, Job satisfaction, Locus of control, Role stress, Sales force, Structural equation modelling
Publication Date
1-1-2014
Recommended Citation
Hamwi, Alex, Brian Nicholas Rutherford, James S. Boles, and Ramana K. Madupalli. "Understanding effects of salesperson locus of control." Journal of Business & Industrial Marketing (2014).
Journal Title
Journal of Business and Industrial Marketing
