Evidence for Turkish industrial salespeople: Testing the applicability of a conceptual model for the effect of effort on sales performance and job satisfaction

Abstract

Considers the effect of effort on sales performance and job satisfaction in the context of Turkish industrial salespeople. Proposes a conceptual model in which competitiveness, instrumentality, role conflict, and role ambiguity are direct antecedents to effort and indirect antecedents to satisfaction and performance. Tests the proposed model with LISREL VII. Claims the results suggest that: competitiveness, instrumentality, role ambiguity, and role conflict have direct effects on salesperson effort: that role ambiguity, role conflict, and effort have direct effects on job satisfaction; that competitiveness and effort have direct effects on salesperson performance; that salesperson performance has a direct effect on job satisfaction, and that competitiveness, instrumentality, role conflict, and role ambiguity have indirect effects on a salesperson’s performance and/or job satisfaction.

Citation

Mengüç, B. (1996), "Evidence for Turkish industrial salespeople: Testing the applicability of a conceptual model for the effect of effort on sales performance and job satisfaction", European Journal of Marketing, Vol. 30 No. 1, pp. 33-51. https://doi.org/10.1108/03090569610105771