A comparison of the impact of organizational climate on the job satisfaction of manufacturers’ agents and company salespeople: An exploratory study

Jayashree Mahajan, Gilbert A. Churchill, Neil M. Ford, Orville C. Walker

Research output: Contribution to journalArticlepeer-review

8 Scopus citations

Abstract

This study examines the impact of several perceived organizational climate variables on the job satisfaction of manufacturers' agents and internal salespeople. The study analyzes the relationship between each climate variable and each component of job satisfaction for both groups. Climate variables include closeness of supervision, influence over standards, role ambiguity, and role conflict. The study suggests that the organizational climate variables are more important for explaining the variation in total job satisfaction for internal salespeople than is the case for manufacturers' agents. Finally, the study considers the managerial implications of the findings relating to manufacturers' agents and suggests actions for improving their morale.

Original languageEnglish (US)
Pages (from-to)1-10
Number of pages10
JournalJournal of Personal Selling and Sales Management
Volume4
Issue number1
DOIs
StatePublished - May 1984

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