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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