Advertisement

Abstract

The scale measures the attention the salesperson’s immediate supervisor gives him or her. This attention has been shown to have the potential to influence the salesperson’s behavior and create positive outcomes, such as elements of job satisfaction ((1976)) and role clarification ((1984)).

Keywords

Exploratory Factor Analysis Organizational Climate Home Address Individual Indicator Role Stress 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

References

  1. Anderson, E./ Robertson, T. S. (1995): Inducing Multiline Salespeople to Adopt House Brands, in: Journal of Marketing, Vol. 59, pp. 16–31.CrossRefGoogle Scholar
  2. Behrman, D. N./ Perreault Jr., W. D. (1984): A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons, in: Journal of Marketing, Vol. 48, pp. 9–21.CrossRefGoogle Scholar
  3. Churchill Jr., G. A./ Ford, N. M./ Walker, Jr., O. C. (1976) Organizational Climate and Job Satisfaction in the Salesforce, in: Journal of Marketing Research, Vol. 13, pp. 323–332.CrossRefGoogle Scholar

Copyright information

© Deutscher Universitäts-Verlag | GWV Fachverlage GmbH Wiesbaden 2007

Personalised recommendations