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Article
Publication date: 16 January 2014

Alex Hamwi, Brian Nicholas Rutherford, James S. Boles and Ramana K. Madupalli

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…

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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.

Details

Journal of Business & Industrial Marketing, vol. 29 no. 1
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 31 January 2011

G. Alexander Hamwi, Brian N. Rutherford and James S. Boles

The purpose of this study is to explore stressors that may influence salespersons' emotional exhaustion and their perception of organizational support.

4761

Abstract

Purpose

The purpose of this study is to explore stressors that may influence salespersons' emotional exhaustion and their perception of organizational support.

Design/methodology/approach

Structural equation modeling is used to assess: the effects of role conflict and work‐family conflict on emotional exhaustion; role conflict and role ambiguity's effects on perceived organizational support; and whether perceived organization support is directly or indirectly linked to emotional exhaustion.

Findings

Findings from the study suggest that work‐family conflict and role conflict both significantly affect emotional exhaustion. Work‐family conflict also was found to impact on the relationship between perceived organizational support and emotional exhaustion. Finally, role conflict and role ambiguity were found to have a negative impact on perceived organizational support.

Originality/value

This study provides a foundation for reducing salespersons' emotional exhaustion and provides a method of increasing a salesforce's perception of organizational support.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 1
Type: Research Article
ISSN: 0885-8624

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