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

Journal Title

Journal of Business and Industrial Marketing

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