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 - Jun 1989 |
| Externally published | Yes |
ASJC Scopus subject areas
- Marketing
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Johnston, M. W., Parasuraman, A., & Futrell, C. M. (1989). Extending a model of salesperson role perceptions and work-related attitudes: Impact of job tenure. Journal of Business Research, 18(4), 269-290. https://doi.org/10.1016/0148-2963(89)90022-2