Abstract
The purpose of this paper is to revise, extend, update, and apply the lndsales instrument (Churchill 1974) using LISREL 8 techniques. The revised scale was tested in a retail environment, thus extending it beyond the original domain of industrial salespeople. Nomological validity with job involvement and organizational commitment were also tested.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Anderson, James C. and David W. Gerbing (1984), "The Effect of Sampling Error on Convergence, Improper Solutions, and Goodness-of-Fit Indices for Maximum Likelihood Confirmatory Factor Analysis," Psychometrika,49, 155-73.
Bagozzi, Richard P. and Youjae Yi (1988), "On the Evaluation of Structural Models," Journal of the Academy of Marketing Science, 16 (Spring), 74-94.
Bentler, P.M. (1990), "Comparative Fit Indexes in Structural Models," Psychological Bulletin, 107, 238-246.
Brown, Michael W. and Robert Cudeck (1993), "Alternative Ways of Assessing Model Fit," in Testing Structural Equation Models, Sage Publications, Bollen and Long (eds), 136-62. Childers, Terry L., Gilbert A. Churchill, Neil M. Ford, and Orville C. Walker (1980), "Towards a More Parsimonious Measurement of Job Satisfaction for the Industrial Salesforce," AMA Educator's Conference Proceedings, Richard P. Bagozzi et al. (eds), 344-349.
Churchill, Gilbert A., Niel M. Ford, and Orville C. Walker (1974), "Measuring the Job Satisfaction of Industrial Salesmen" Journal of Marketing Research, Vol. 11 (August): 254- 260.
Cronbach L. J. ( 1951), "Coefficient Alpha and the Internal Structure of Tests, Psychometrika, 16, 297-334.
Dubinsky, Alan J., Roy D. Howell, Thomas N. Ingram, and Danny Bellenger ( 1986), "Salesforce Socialization," Journal of Marketing, 50 (Oct), 192-207.
Futrell, Charles M. and A. Parasuraman (1984), "The Relationship of Satisfaction and Performance to Salesforce Turnover," Journal of Marketing, Vol. 48 (Fall): 33-40.
Gerbing, David W. and James C. Anderson ( 1993), "Monte Carlo Evaluations of Goodness- of-Fit Indices for Structural Equation Models," in Testing Structural Equation Models, Sage Publications, Bollen and Long(eds), 41-65.
lronson G. H., P. C. Smith, M. T. Brannick, W. M. Gibson, and K. B. Paul (1989), "Construction of a Job in General Scale: A Comparison of Global, Composite, and Specific Measures," Journal of Applied PsychoiQ9.Y, Vol. 74, No 2, 193-200.
Joreskog, Karl and Dag Sorbom (1993), LISREL 8, Chicago: International Education Service.
Lawler, E. E. and Hall, D. T. (1970), "Relationship of Job Characteristics to Job Involvement, Satisfaction and Intrinsic Motivation," Journal of Applied Psychology, Vol. 54 (October): 305-312.
Locke, E. A. (1974), The Nature and Cause of Job Satisfaction, Handbook of Industrial and Organizational Psychology (Dunnette): 1293-1349.
Michaels, Ronald E., William L. Cron, Alan J. Dubinsky, and Eric A. Joachimsthaler (1988), "Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers," Journal of Marketing Research, 25 (Nov), 376-83.
Michaels, Ronald E. and Ralph L. Day (1985), "Measuring Customer Orientation of Salespeople: A Replication with Industrial Buyers," Journal of Marketing Research, Vol. 5, Iss. 22 (November), 443-446.
Nunnally, J. C. (1978), Psychometric Theory (2nd ed), New York: McGraw-Hill.
Roznowsk, Mary (1989), "Examination of the Measurement Properties of the Job Descriptive Index with Experimental Items," Journal of Applied Psychology, Vol. 74 (April), 805- 814.
Tanaka, JeffS. (1993), "Multifaceted Conceptions of Fit in Structural Equation Models," in Testing Structural Equation Models, Sage Publications, Bollen and Long (eds), 11-39.
Wood, Van R., Lawerence B. Chonko, and Shelby Hunt (1986), "Social Responsibility and Personal Success: Are they Incompatible?" Journal of Business Research, 19 (June), 195-212.
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 The Academy of Marketing Science
About this paper
Cite this paper
Reardon, J., Mehta, S.S. (2015). Another Look at Retail Diversification: Some Evidence and Some Contradictions. In: Wilson, E., Black, W. (eds) Proceedings of the 1994 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-13162-7_45
Download citation
DOI: https://doi.org/10.1007/978-3-319-13162-7_45
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-13161-0
Online ISBN: 978-3-319-13162-7
eBook Packages: Business and EconomicsBusiness and Management (R0)