Understanding effects of salesperson locus of control
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 16 January 2014
Abstract
Purpose
The purpose of this paper is to examine the effects of external locus of control on different job characteristic variables – i.e. role conflict, role ambiguity and emotional exhaustion, in addition to the outcome variable, job satisfaction – in a business-to-business sales setting.
Design/methodology/approach
Data from B2B salespeople were used to test the proposed model using structural equation modeling.
Findings
The results indicate that a more external locus of control will be: positively related to role stress factors; indirectly and positively related to emotional exhaustion; and negatively related to job satisfaction.
Originality/value
This study provides a managerially actionable foundation for influencing locus of control to increase a salesperson's satisfaction with his/her position.
Keywords
Acknowledgements
Received 17 November 2010 Revised 18 September 2012 Accepted 11 October 2012
Citation
Hamwi, A., Nicholas Rutherford, B., S. Boles, J. and K. Madupalli, R. (2014), "Understanding effects of salesperson locus of control", Journal of Business & Industrial Marketing, Vol. 29 No. 1, pp. 1-10. https://doi.org/10.1108/JBIM-11-2010-0139
Publisher
:Emerald Group Publishing Limited
Copyright © 2014, Emerald Group Publishing Limited