The Effect of Effort on Sales Performance and Job Satisfaction

1994 ◽  
Vol 58 (2) ◽  
pp. 70-80 ◽  
Author(s):  
Steven P. Brown ◽  
Robert A. Peterson
Keyword(s):  
Job Satisfaction ◽  
Conceptual Models ◽  
Theoretical Models ◽  
Sales Performance ◽  
Sales Force ◽  
Work Behavior ◽  
Direct Selling ◽  
Work Related ◽  
Managerial Implications ◽  
Positive Effect

The authors address a fundamental gap in understanding how sales performance and job satisfaction are determined in an investigation of the sales force of a direct-selling organization. Results indicate a direct positive effect of work-related effort on job satisfaction that is not mediated by sales performance. This is inconsistent with commonly accepted theoretical models and suggests that the perspective of work as a “terminal value” (i.e., an end in itself, rather than strictly a means to an end) has been underemphasized in models of work behavior. As such, either (1) measures of sales performance should be broadened to encompass the terminal value perspective on the psychological value of work or (2) conceptual models should be revised to reflect that narrowly defined measures of sales performance do not completely mediate the effect of effort on job satisfaction. The authors conclude with a discussion of managerial implications of these findings.

scholarly journals The Mediating Role of Sales Performance in the Effect of Antecedents on Sales Force Satisfaction: In the Case of Top Three Chain Retail Stores Operating in Ethiopia

2018 ◽  
Vol 10 (1) ◽  
pp. 145
Author(s):  
Getie Andualem Imiru
Keyword(s):  
Job Satisfaction ◽  
Confidence Interval ◽  
Self Efficacy ◽  
Pearson Correlation ◽  
Sales Performance ◽  
Sales Force ◽  
Retail Stores ◽  
Mediating Role ◽  
Chain Retail ◽  
Core Characteristics

The objective of this study is to investigate the effect of antecedent variables on salesforce Job satisfaction mediated by salesforce performance. Data were gathered using a structured questionnaire from top three chain retail stores engaged in retailing business operating in Ethiopia. Although a total of 450 questionnaires were distributed to sales persons of these companies, 380 questionnaires were returned and used at the end of the data collection process, which gave the response rate of 84 per cent. The ability, effort, self-efficacy, and job core characteristics have a significant Pearson correlation of 0.493, 0.105, 0.288, and 0.391 respectively at 0.01 confidence interval with sales performance. On the other hand, five constructs of the study ability, effort, self-efficacy, fixed compensation, and job core characteristics influenced sales performance significantly at 95% confidence interval with a sig. level of 0.000, 0.004, 0.002, 0.000, and 0.000 respectively. The result of the study indicated that six variables which are ability, effort, self-efficacy, fixed compensation, job core characteristics, and sales performance influenced job satisfaction significantly at 95% confidence interval with a sig. level of 0.000 for all variables.

Employees' Attitudes and Perceptions Towards Electronic Monitoring Surveillance Affecting Employee Behavior

2021 ◽  
pp. 160-174
Author(s):  
Omvir Gautam ◽  
Pooja Agrawal
Keyword(s):  
Job Satisfaction ◽  
Electronic Monitoring ◽  
Work Behavior ◽  
Research Purpose ◽  
New Delhi ◽  
Employee Behavior ◽  
Fast Growing ◽  
Sample Data ◽  
Attitudes And Perceptions ◽  
Managerial Implications

Electronic monitoring surveillance (EMS) has emerged as a mechanism to monitor the behavior of the employees. Fast-growing organizations are adopting this strategy in an expeditious way. EMS deals with the CCTV, internet surfing control, and check on emails. The chapter is an attempt to diagnose the employees' attitudes and perceptions towards EMS and its impact. For this research purpose, a sample was drawn from the population of the selected airports Chandigarh, Pune, Goa, and New Delhi. Sample data of 237 respondents was done by using Smart-PLS. The findings revealed that employees show that attitude and perception towards EMS were significant. It also influenced their work behavior positively. This chapter suggests managerial implications for organizations in understanding the appropriate implementation and use of EMS strategy as future scope of study. Moreover, this chapter also provides a platform for the researchers to study the different HR practices like commitment, loyalty, job satisfaction, and engagement.

scholarly journals Analisis Pengaruh Kompensasi dan Kepuasan Kerja terhadap Produktivitas Kerja Wiraniaga Suzuki Pt Restu Mahkota Karya Jakarta

Telaah Bisnis ◽  
2016 ◽  
Vol 15 (1) ◽  
Author(s):  
Enny Ariyanto ◽  
Gazali Rahman
Keyword(s):  
Job Satisfaction ◽  
Linear Regression ◽  
Significant Influence ◽  
Linear Regression Model ◽  
Multiple Linear Regression Model ◽  
Sampling Technique ◽  
Sales Force ◽  
Primary Data ◽  
Significant Positive Effect ◽  
Positive Effect

AbstractThis study aims to examine the effect of compensation and job satisfaction on the labor productivity of Suzuki car salesman at PT Restu Mahkota Karya. The study sample involves 162 respondents from six personal salers from different areas and determined through saturation sampling technique. Primary data is obtained through a questionnaire. Multiple linear regression model is used to test the hypothesis of the influence of variable compensation and job satisfaction on productivity. The research proves that the variable compensation partially has no significant effect on the productivity of the sales force. However, the variable of job satisfaction has weak significant influence on the productivity of the sales force. Furthermore, simultaneous variable compensation and job satisfaction have weak significant positive effect on the productivity of the sales force of PT Restu Mahkota Karya.

Leadership attributes and their impact on work-related attitudes

2019 ◽  
Vol 68 (5) ◽  
pp. 903-919 ◽  
Author(s):  
Noorliza Karia ◽  
Muhammad Hasmi Abu Hassan Asaari
Keyword(s):  
Higher Education ◽  
Job Satisfaction ◽  
Organizational Commitment ◽  
Career Satisfaction ◽  
Content Type ◽  
Complexity Leadership ◽  
Leadership Attributes ◽  
Work Related ◽  
Innovative Leadership ◽  
Positive Effect

Purpose The purpose of this paper is to understand the emergence of employee leadership attributes and, further, examine its impact on employee work-related attitudes in terms of the competitive context of higher education institutions. Design/methodology/approach A data from a survey of 245 academic employees in Malaysian public universities were tested and analyzed on the 12 proposed hypotheses. Findings The results reveal that the emergence of employee leadership attributes, independently, has a significantly positive effect on work-related attitudes. Specifically, executive leadership has a significantly positive effect on organizational commitment, career satisfaction and job satisfaction, while innovative leadership has a significantly positive effect on organizational commitment and career satisfaction. In contrast, adaptive and effective leadership is associated when explaining organizational commitment, career satisfaction and job satisfaction, while innovative leadership is associated when explaining job satisfaction. Practical implications Academic scholars/leaders in higher education should realize that the emergence of employee leadership attributes has a positive effect on work-related attitudes, such as organizational commitment, career satisfaction and job satisfaction. Originality/value The paper extends the knowledge regarding complexity leadership theory which explains the emergence of employee leadership attributes naturally and, further, provides empirical evidence.

Intent to Stay in Teaching

1996 ◽  
Vol 17 (1) ◽  
pp. 37-47 ◽  
Author(s):  
KUSUM SINGH ◽  
BONNIE S. BILLINGSLEY
Keyword(s):  
Job Satisfaction ◽  
Emotional Disorders ◽  
Special Educators ◽  
Intent To Stay ◽  
Principal Support ◽  
Negative Effects ◽  
Work Related ◽  
Workplace Conditions ◽  
Final Sample ◽  
Positive Effect

LISREL ANALYSES WERE USED TO EXAMINE THE EFFECTS OF WORK-RELATED VARIABLES ON TWO GROUPS OF SPECIAL EDUCATORS' INTENT TO STAY IN TEACHING. THE FINAL SAMPLE INCLUDED 658 SPECIAL EDUCATORS (159 TEACHERS OF STUDENTS WITH EMOTIONAL DISORDERS AND 499 SPECIAL EDUCATORS FROM OTHER SPECIAL EDUCATION AREAS). RESULTS INDICATED THAT FOR BOTH GROUPS OF TEACHERS, THE MOST IMPORTANT DETERMINANT OF INTENT TO STAY IN TEACHING WAS WORKPLACE CONDITIONS. FOR BOTH GROUPS, JOB SATISFACTION HAD THE STRONGEST DIRECT POSITIVE EFFECT ON INTENT TO STAY AND ROLE-RELATED PROBLEMS HAD NEGATIVE EFFECTS ON INTENT TO STAY. PRINCIPAL SUPPORT INFLUENCED INTENT INDIRECTLY THROUGH ROLE-RELATED PROBLEMS AND JOB SATISFACTION. FURTHER, STRESS HAD AN ADVERSE INDIRECT EFFECT ON INTENT TO STAY THROUGH JOB SATISFACTION AND PROFESSIONAL COMMITMENT.

Does network building improve sales performance? The stabilizing role of job embeddedness

2015 ◽  
Vol 2 (2) ◽  
pp. 110-133
Author(s):  
Chia-Yi Cheng ◽  
Jung-Nung Chang
Keyword(s):  
Critical Role ◽  
Sales Performance ◽  
Job Embeddedness ◽  
Sales Force ◽  
Customer Relationship ◽  
Equation Modeling ◽  
Content Type ◽  
Network Building ◽  
The Relationship ◽  
Positive Effect

Purpose – The purpose of this paper is to combine the concepts of network building (NB) and job embeddedness (JE; both on-the-job and off-the-job embeddedness (ON and OFF)) and examines how to improve sales performance (SP) by effectively stabilizing the sales force. Design/methodology/approach – Sales practices were examined to establish the measures of overall sales performance. A factor analysis was conducted to extract two performance dimensions: customer relationship performance (CRP) and product selling performance (PSP). Structural equation modeling was employed to test the hypothesized model by analyzing survey data collected from 445 salespeople who work for the top five insurance firms in Taiwan. Findings – The results show that the NB of salespeople has a direct positive effect on ON and OFF; JE plays a critical role in mediating the relationship between NB and SP; and NB contributes directly only to CRP. However, it does not have a positive effect on PSP until JE is introduced as a mediator to generate CRP. Practical implications – In developing the NB of salespeople, managers should be provided with clear indicators about on-the-job and off-the-job-embeddedness for manpower stability. Moreover, in addition to seeking product sales, managers should direct salespeople to embed in sales work by providing performance measures involving customer relationship. Originality/value – This study highlights the need for a viable and integrated model of sales performance. The results indicate that the career achievement of field service employees relies primarily on whether they could effectively build social relationships. Theoretically, this investigation introduces NB into the JE theory, clarifies the relationship among NB, JE, and SP, and proposes a superior mechanism (CRP) for improving sales performance in the financial and insurance industries. Moreover, this study provides additional support for the relationship between ON and OFF.

scholarly journals How to increase job satisfaction and organisational commitment in the ICT sector through job design

2019 ◽  
Vol 64 (222) ◽  
pp. 81-116
Author(s):  
Biljana Bogicevic-Milikic ◽  
Milica Cuckovic
Keyword(s):  
Job Satisfaction ◽  
Work Engagement ◽  
Job Design ◽  
Organisational Commitment ◽  
Online Questionnaire ◽  
Work Related ◽  
Managerial Implications ◽  
Information And Communication ◽  
Related Attitude ◽  
The Relationship

The paper investigates the relationship between job design and workrelated attitudes (job satisfaction and organisational commitment) in the Information and Communication Technology (ICT) sector. We use data collected via an online questionnaire (using the Google Forms platform) from 97 employees working in the ICT sector in Serbia. The data was collected between February and June 2019. The analysis shows that job design is a predictor of both job satisfaction and organisational commitment. Of the five investigated job dimensions (Skill variety, Task identity, Task significance, Autonomy, Feedback from job), ?Autonomy? was the most positively associated with job satisfaction (r=0.629) but was only moderately associated with organisational commitment (r=0.4). The other job dimensions were found to be weakly correlated with the investigated work attitudes, although the relationships were positive. Furthermore, the results indicate that work engagement mediates both investigated relationships, providing a deeper insight into how job design is translated into positive work-related attitudes. We discuss the possible managerial implications of the ?Autonomy? dimension and the interventions in work engagement required to positively influence work-related attitude formation and management in the ICT sector, and we distinguish between ?bottom-up? and ?top-down? interventions.

scholarly journals Psychological Entitlement and Work-related Outcomes during the Covid-19 Pandemic. The Role of Telecommuting as a Moderator

2021 ◽  
Vol 23 (2) ◽  
pp. 46-52
Author(s):  
Octav Sorin Candel ◽  
Monica Arnăutu
Keyword(s):  
Job Satisfaction ◽  
Organizational Citizenship ◽  
Organizational Citizenship Behavior ◽  
Counterproductive Work Behavior ◽  
Work Behavior ◽  
Citizenship Behavior ◽  
Mediation Analyses ◽  
Work Related ◽  
Psychological Entitlement

Telecommuting is a necessary change imposed by the Covid-19 pandemic. However, little is known about its interactions with the employees’ personal traits and their impact on work-related outcomes. With this study, we aimed to test the moderating role of telecommuting on the relationship between psychological entitlement and three work outcomes (job satisfaction, counterproductive work behavior and organizational citizenship behavior). Also, job satisfaction was included as a mediator between psychological entitlement and counterproductive work behavior, respectively organizational citizenship behavior. Our sample consisted of 253 employees who were either telecommuting or working from their workplace. The moderated mediation analyses showed significant differences between the two groups. The outcomes of telecommuting and their managerial implications are discussed.

IDENTIFIKASI KEPUASAN KERJA PERAWAT YANG BEKERJA DI BANGSAL MEDIKAL BEDAH

2019 ◽  
Vol 11 (1) ◽  
pp. 1-8
Author(s):  
Desi Desi ◽  
Dary Dary ◽  
Fetty Yublika Pasole
Keyword(s):  
Job Satisfaction ◽  
Univariate Analysis ◽  
Great Influence ◽  
Sampling Technique ◽  
Well Being ◽  
Medical Surgery ◽  
Hospital Nurses ◽  
Analysis Techniques ◽  
Work Related ◽  
Descriptive Research

Kepuasan kerja menjadi masalah yang cukup menarik dan penting, karena terbukti memiliki pengaruh yang besar bagi individu maupun perusahan. Kepuasan kerja merupakan suatu sikap seseorang terhadap pekerjaan yang berhubungan dengan situasi kerja, kerja sama antara karyawan, imbalan yang diterima dalam kerja, dan hal-hal yang menyangkut fisik dan psikologis. Tujuan penelitian ini untuk mengidentifikasi kepuasan kerja perawat di bangsal medikal bedah. Penelitian ini menggunakan pendekatan kuantitatif dengan jenis penelitian deskriptif. Adapun teknik analisa data dalam penelitian ini dengan analisa univariat untuk mendeskripsikan karekteristik dari variabel yang ada. Teknik pengambilan sampel menggunakan penyebaran kuesioner kepada perawat yang bekerja di rumah sakit tertentu di Kabupaten Timur Tengah Selatan dan Kota Kupang, sampel yang di ambil berjumlah 89 sampel. Hasil yang didapat dari penelitian ini rata-rata kepuasan kerja perawat berada pada kategori netral yang artinya perawat merasa apa yang sudah diterima sesuai dengan pekerjaan yang sudah mereka lakukan hal ini dilihat dari Sembilan kategori yang di telliti yaitu gaji, supervisi, tunjangan tambahan, penghargaan, kondisi kerja, promosi, sifat kerja dan komunikasi kecuali rekan kerja. Saran untuk peneiliti kedepannya agar dapat menggunakan variabel yang lain seperti well-being terhadap kepuasan kerja perawat yang bekerja di rumah sakit.   Kata kunci : kepuasan kerja, perawat   IDENTIFICATION OF NURSE WORK SATISFACTION THAT WORKED IN THE MEDICAL SURGERY OF SURGERY   ABSTRACT Job satisfaction is a problem that is quite interesting and important, because it has proven to have a great influence for individuals and for companies. Job satisfaction is a person's attitude towards work related to work situations, cooperation between employees, rewards received in work, and matters relating to physical and psychological. The purpose of this study was to identify job satisfaction of nurses in the surgical medical ward. This study uses a quantitative approach with a type of descriptive research. The data analysis techniques in this study were carried out by univariate analysis to describe the characteristics of the variables. The sampling technique used questionnaires to nurses who worked in certain hospitals in South Middle East District and Kupang City, the samples taken were 89 samples. . The results obtained from this study mean that the average job satisfaction of certain hospital nurses in East Tengah Selatan District and Kupang City is in the neutral category, which means nurses feel that what they have received is in accordance with the work they have done. telliti namely salary, supervision, additional benefits, rewards, working conditions, promotions, nature of work and communication except coworkers. Suggestions for future researchers to be able to use other variables such as well-being towards job satisfaction for nurses working in hospitals.   Keywords:  job satisfaction, nurse  

Employee Engagement Dan Stress Kerja Pengaruhnya Terhadap Kepuasan Kerja Dan Turnover Intention di Aman Villas Nusa Dua – Bali

2020 ◽  
Vol 2 (1) ◽  
pp. 60-79
Author(s):  
Wayan Arya Paramarta ◽  
Ni Putu Kurnia Darmayanti
Keyword(s):  
Job Satisfaction ◽  
Employee Engagement ◽  
Work Stress ◽  
Turnover Intention ◽  
Secondary Data ◽  
Qualitative And Quantitative ◽  
Library Research ◽  
Analysis Technique ◽  
Negative Effect ◽  
Positive Effect

The aims of this study was to explain the effect of employee engagement and work stress on job satisfaction and turnover intention at Aman Villas Nusa Dua-Bali. The type of data used in this study is qualitative and quantitative data, with data sources namely primary and secondary data. Data collection method is interview, distributing questionnaires to respondents and library research, while the data analysis technique used Smart PLS 3.2.8. The results of this study showed that employee engagement had a positive effect and significant on job satisfaction, work stress had a negative effect but not significant on job satisfaction, employee engagement had a negative effect and significant on turnover intention, work stress had a positive effect and significant on turnover intention, job satisfaction had a negative effect but not significant on turnover intention, employee engagement had a positive effect but not significant on turnover intention trough job satisfaction, work stress had a positive effect but not significant on turnover intention trough job satisfaction at Aman Villas Nusa Dua-Bali.

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