IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v70y2017icp153-159.html

Sequencing of multi-faceted job satisfaction across business-to-business and business-to-consumer salespeople: A multi-group analysis

Author

Listed:
  • Hartmann, Nathaniel N.
  • Rutherford, Brian N.
  • Park, JungKun

Abstract

Advancements in the multi-faceted business-to-business job satisfaction literature suggest the facets are sequenced. This research examines the robustness of this sequencing within business-to-business salespeople in addition to assessing the generalizability of the sequencing to business-to-consumer salespeople. The results provide a large degree of support for the robustness of the sequencing as well as its generalizability. The results also suggest that the relationship between satisfaction with customer and satisfaction with work is more positive in business-to-business salespeople, and that the relationship between satisfaction with pay and satisfaction with work is more positive in business-to-consumer salespeople.

Suggested Citation

  • Hartmann, Nathaniel N. & Rutherford, Brian N. & Park, JungKun, 2017. "Sequencing of multi-faceted job satisfaction across business-to-business and business-to-consumer salespeople: A multi-group analysis," Journal of Business Research, Elsevier, vol. 70(C), pages 153-159.
    • Handle: RePEc:eee:jbrese:v:70:y:2017:i:c:p:153-159
    DOI: 10.1016/j.jbusres.2016.08.024
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296316305288
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2016.08.024?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to

    for a different version of it.

    References listed on IDEAS

    as
    1. Woodside, Arch G., 2012. "Incompetency training: Theory, practice, and remedies," Journal of Business Research, Elsevier, vol. 65(3), pages 279-293.
    2. Comer, James M. & Machleit, Karen A. & Lagace, Rosemary R., 1989. "Psychometric assessment of a reduced version of INDSALES," Journal of Business Research, Elsevier, vol. 18(4), pages 291-302, June.
    3. Hartmann, Nathaniel N. & Rutherford, Brian N. & Feinberg, Richard & Anderson, James G., 2014. "Antecedents of mentoring: Do multi-faceted job satisfaction and affective organizational commitment matter?," Journal of Business Research, Elsevier, vol. 67(9), pages 2039-2044.
    4. Brown, Steven P. & Lam, Son K., 2008. "A Meta-Analysis of Relationships Linking Employee Satisfaction to Customer Responses," Journal of Retailing, Elsevier, vol. 84(3), pages 243-255.
    5. Gruen, Thomas W., 1995. "The outcome set of relationship marketing in consumer markets," International Business Review, Elsevier, vol. 4(4), pages 447-469.
    6. Rutherford, Brian & Boles, James & Hamwi, G. Alexander & Madupalli, Ramana & Rutherford, Leann, 2009. "The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors," Journal of Business Research, Elsevier, vol. 62(11), pages 1146-1151, November.
    7. Nerkar, Atul A. & McGrath, Rita Gunther & MacMillan, Ian C., 1996. "Three facets of satisfaction and their influence on the performance of innovation teams," Journal of Business Venturing, Elsevier, vol. 11(3), pages 167-188, May.
    8. James S. Boles & George W. Dudley & Vincent Onyemah & Dominique Rouzies & William A. Weeks, 2012. "Sales Force Turnover and Retention: A Research Agenda," Post-Print hal-00663426, HAL.
    9. Fuller, Christie M. & Simmering, Marcia J. & Atinc, Guclu & Atinc, Yasemin & Babin, Barry J., 2016. "Common methods variance detection in business research," Journal of Business Research, Elsevier, vol. 69(8), pages 3192-3198.
    10. Riggle, Robert J. & Edmondson, Diane R. & Hansen, John D., 2009. "A meta-analysis of the relationship between perceived organizational support and job outcomes: 20 years of research," Journal of Business Research, Elsevier, vol. 62(10), pages 1027-1030, October.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Habel, Johannes & Kadić-Maglajlić, Selma & Hartmann, Nathaniel N. & de Jong, Ad & Zacharias, Nicolas A. & Kosse, Fabian, 2024. "Neuroticism and the sales profession," Organizational Behavior and Human Decision Processes, Elsevier, vol. 184(C).
    2. Lee, C.K.M. & Ng, K.K.H. & Chan, Hing Kai & Choy, K.L. & Tai, W.C. & Choi, L.S., 2018. "A multi-group analysis of social media engagement and loyalty constructs between full-service and low-cost carriers in Hong Kong," Journal of Air Transport Management, Elsevier, vol. 73(C), pages 46-57.
    3. Lussier, Bruno & Philp, Matthew & Hartmann, Nathaniel N. & Wieland, Heiko, 2021. "Social anxiety and salesperson performance: The roles of mindful acceptance and perceived sales manager support," Journal of Business Research, Elsevier, vol. 124(C), pages 112-125.
    4. Baliga, Ashwin J. & Goel, Ashish & Fletcher-Chen, Chavi C.-Y. & Guda, Sridhar & Kumar, Rajesh, 2025. "Mental health among B2B salespeople: A morphological analysis," Journal of Business Research, Elsevier, vol. 188(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Castaldo, Sandro & Ciacci, Andrea & Penco, Lara, 2023. "Perceived corporate social responsibility and job satisfaction in grocery retail: A comparison between low- and high-productivity stores," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    2. Coelho, Filipe & Augusto, Mário & Lages, Luis Filipe, 2011. "Contextual Factors and the Creativity of Frontline Employees: The Mediating Effects of Role Stress and Intrinsic Motivation," Journal of Retailing, Elsevier, vol. 87(1), pages 31-45.
    3. Johnson, Jeff S. & Friend, Scott B. & Rutherford, Brian N. & Hamwi, G. Alexander, 2016. "Absolute versus relative sales failure," Journal of Business Research, Elsevier, vol. 69(2), pages 596-603.
    4. Spagnoli, Paola & Caetano, Antonio & Santos, Susana Correia, 2012. "Satisfaction with job aspects: Do patterns change over time?," Journal of Business Research, Elsevier, vol. 65(5), pages 609-616.
    5. Rutherford, Brian N. & Marshall, Greg W. & Park, JungKun, 2014. "The moderating effects of gender and inside versus outside sales role in multifaceted job satisfaction," Journal of Business Research, Elsevier, vol. 67(9), pages 1850-1856.
    6. Hartmann, Nathaniel N. & Rutherford, Brian N. & Feinberg, Richard & Anderson, James G., 2014. "Antecedents of mentoring: Do multi-faceted job satisfaction and affective organizational commitment matter?," Journal of Business Research, Elsevier, vol. 67(9), pages 2039-2044.
    7. Kevin J. Shanahan & Christopher D. Hopkins, 2019. "Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent," Journal of Business Ethics, Springer, vol. 159(3), pages 837-848, October.
    8. Chowdhury, Soumyadeb & Ren, Shuang & Richey, Robert Glenn, 2025. "Leveraging artificial intelligence to facilitate green servitization: Resource orchestration and Re-institutionalization perspectives," International Journal of Production Economics, Elsevier, vol. 281(C).
    9. Gruen, Thomas W., 1997. "Relationship marketing: the route to marketing efficiency and effectiveness," Business Horizons, Elsevier, vol. 40(6), pages 32-38.
    10. Thakor, Mrugank V. & Joshi, Ashwin W., 2005. "Motivating salesperson customer orientation: insights from the job characteristics model," Journal of Business Research, Elsevier, vol. 58(5), pages 584-592, May.
    11. KonShik Kim, 2023. "The impact of job quality on organizational commitment and job satisfaction: The moderating role of socioeconomic status," Economic and Industrial Democracy, Department of Economic History, Uppsala University, Sweden, vol. 44(3), pages 773-797, August.
    12. Yang, Miles M. & Li, Tianchen & Wang, Yue, 2020. "What explains the degree of internationalization of early-stage entrepreneurial firms? A multilevel study on the joint effects of entrepreneurial self-efficacy, opportunity-motivated entrepreneurship,," Journal of World Business, Elsevier, vol. 55(6).
    13. Rosillo-Díaz, Elena & Muñoz-Rosas, Juan Francisco & Blanco-Encomienda, Francisco Javier, 2024. "Impact of heuristic–systematic cues on the purchase intention of the electronic commerce consumer through the perception of product quality," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
    14. Auh, Seigyoung & Menguc, Bulent & Fisher, Michelle & Haddad, Abeer, 2011. "The perceived autonomy–perceived service climate relationship: The contingency effect of store-level tenure diversity," Journal of Retailing and Consumer Services, Elsevier, vol. 18(6), pages 509-520.
    15. Chen, Jian-xun & Zhang, Bo & Zhan, Wu & Sharma, Piyush & Budhwar, Pawan & Tan, Hui, 2022. "Demystifying the non-linear effect of high commitment work systems (HCWS) on firms’ strategic intention of exploratory innovation: An extended resource-based view," Technovation, Elsevier, vol. 116(C).
    16. Day, Steven James & Fan, Xinyi & Shou, Yongyi, 2024. "Digital technology use decisions by micro- and small-sized complementors in ecosystems: The influence of subjective norms," Technological Forecasting and Social Change, Elsevier, vol. 206(C).
    17. Deng, Xuefei Nancy & Yi, Sheng, 2025. "Individual motivation and self-perception of excel skills learning: An empirical study of first-generation college students and their peers," Journal of Accounting Education, Elsevier, vol. 70(C).
    18. Ashley S. Otto & David M. Szymanski & Rajan Varadarajan, 2020. "Customer satisfaction and firm performance: insights from over a quarter century of empirical research," Journal of the Academy of Marketing Science, Springer, vol. 48(3), pages 543-564, May.
    19. Koryoe Anim-Wright & Rhodalene Amartey, 2024. "The Effect of Customer Citizenship Behavior and Customer Entitlement," International Journal of Business and Management, Canadian Center of Science and Education, vol. 19(2), pages 129-129, March.
    20. Wallace, Elaine & Torres, Pedro & Augusto, Mário & Stefuryn, Maryana, 2021. "Outcomes for self-expressive brands followed on social media: Identifying different paths for inner self-expressive and social self-expressive brands," Journal of Business Research, Elsevier, vol. 135(C), pages 519-531.

    More about this item

    Keywords

    ;
    ;
    ;
    ;
    ;

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:70:y:2017:i:c:p:153-159. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.