Understanding effects of salesperson locus of control
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.
Emotional exhaustion, Job satisfaction, Locus of control, Role stress, Sales force, Structural equation modelling
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 of Business and Industrial Marketing