Extending a model of salesperson role perceptions and work-related attitudes: Impact of job tenure

Mark W. Johnston, Ananthanarayanan Parasuraman, Charles M. Futrell

Research output: Contribution to journalArticle

25 Citations (Scopus)

Abstract

The salesforce of a national consumer goods manufacturer was used to conduct two distinct tests of the model of salesperson role perceptions and work-related attitudes developed by Fry, ET AL. (1986). In addition, the model was extended by examining the moderating role of job tenure. Results of the study support, in general, the results of Fry et al. (1986). Job tenure does influence the form of the relationships between variables in the model.

Original languageEnglish (US)
Pages (from-to)269-290
Number of pages22
JournalJournal of Business Research
Volume18
Issue number4
DOIs
StatePublished - 1989
Externally publishedYes

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Salesperson
Job tenure
Role perceptions
Salesforce

ASJC Scopus subject areas

  • Marketing
  • Applied Psychology

Cite this

Extending a model of salesperson role perceptions and work-related attitudes : Impact of job tenure. / Johnston, Mark W.; Parasuraman, Ananthanarayanan; Futrell, Charles M.

In: Journal of Business Research, Vol. 18, No. 4, 1989, p. 269-290.

Research output: Contribution to journalArticle

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