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 language | English (US) |
|---|---|
| Pages (from-to) | 269-290 |
| Number of pages | 22 |
| Journal | Journal of Business Research |
| Volume | 18 |
| Issue number | 4 |
| DOIs | |
| State | Published - 1989 |
| Externally published | Yes |
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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 journal › Article
}
TY - JOUR
T1 - Extending a model of salesperson role perceptions and work-related attitudes
T2 - Impact of job tenure
AU - Johnston, Mark W.
AU - Parasuraman, Ananthanarayanan
AU - Futrell, Charles M.
PY - 1989
Y1 - 1989
N2 - 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.
AB - 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.
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UR - http://www.scopus.com/inward/citedby.url?scp=38249023083&partnerID=8YFLogxK
U2 - 10.1016/0148-2963(89)90022-2
DO - 10.1016/0148-2963(89)90022-2
M3 - Article
AN - SCOPUS:38249023083
VL - 18
SP - 269
EP - 290
JO - Journal of Business Research
JF - Journal of Business Research
SN - 0148-2963
IS - 4
ER -