Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself: Some Preliminary Findings

Abstract

Examines salespeople′s attitudes towards specific sales tasks and work‐related aspects; anticipated fulfilment or non‐fulfilment to various organizational outcomes; and self‐perceived emotional and performance‐related outcomes at the workplace. Suggests that there is a relationship between anticipated (non)‐fulfilment and perceived levels of job (dis)satisfaction, motivation and performance. Opportunities for creating a highly satisfied salesforce depend mostly on the managerial effectiveness in bridging the gap between salespeople′s preferred and anticipated outcomes.

Citation

Simintiras, A.C., Lancaster, G.A. and Cadogan, J.W. (1994), "Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself: Some Preliminary Findings", Journal of Managerial Psychology, Vol. 9 No. 7, pp. 3-10. https://doi.org/10.1108/02683949410075822