The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance and job satisfaction

Abstract

Develops a structural equations model which examines the effects of environmental dynamism and heterogeneity on salespeople’s role conflict, role ambiguity, performance and job satisfaction. The model is tested with EQS, using data collected from 230 salespeople in multiple companies and industries. Indicates that environmental dynamism reduces satisfaction and performance, and increases role conflict and ambiguity. Notes that environmental heterogeneity also reduces performance and increases role conflict, but does not have a significant effect on role ambiguity.

Citation

Sohi, R.S. (1996), "The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance and job satisfaction", European Journal of Marketing, Vol. 30 No. 7, pp. 49-67. https://doi.org/10.1108/03090569610123816