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Increasingly, attempts to improve the relative status of salespeople are being undertaken by both practitioners and academicians. These attempts have included changes in the ways in which sales personnel are described and changes in the salesperson′s job description and training. Frequently, sales representatives are referred to as sales consultants, sales advisors, and sales counselors; and their job descriptions have been changed to emphasize the consulting, advising, and counseling roles. The research question addressed examines whether effective counseling behavior is related positively and significantly to effective sales performance. Counseling behaviors of 113 automobile sales representatives were measured and their relationship to sales performance assessed. The results indicate that sales performance is positively and significantly related to the sales representative′s congruity, but unrelated to other measures of counseling behavior.

Performance appraisals are often described asthe “job managers love to hate”. A study was designed to provide sales managers with information designed to increase the benefits of engaging in the evaluation process and reduce the negative sentiments often associated with appraisals. To accomplish this objective, 214 salespeople were personally interviewed and asked to provide information regarding their perceptions of their performance appraisals. The results indicate that salespeople have positive perceptions regarding the appraisal process. Findings also indicate that while salespeople are oftenevaluated at least twice annually, the criteria used are not always the ones thatsalespeople view as being the most appropriate. The conclusions derived from the analysis may provide insight to sales managers as they attempt to develop and implement appraisal processes that are viewed as being valid and as they attempt to enhance the benefits that may be obtained from engaging in this process.

The retail environment of the future is likely to be increasingly competitive. Department and specialty stores must provide services which distinguish them from the competition. One method that may be used in attaining a distinctive position entails the development of a well‐trained, skilled retail salesforce. Examines retail sales training from the perspectives of 202 retail salespeople employed by full‐service retailers. Provides insight into the amount of training which should be provided and the topics which should be included in sales training programs.

This study aims to conduct an overview of previous studies on job satisfaction, particularly its determinants and outcomes, and the research objectives, main themes and years of publication of previous studies. This study also seeks to analyze research trends on job satisfaction in the field of hospitality and tourism.

The top hospitality and tourism journals were reviewed, and relevant papers were searched using the keyword “job satisfaction.” Content analysis was performed to identify the research objectives, main themes, influencing factors, outcomes and journals.

A total of 143 refereed journal papers were collected, of which 128 papers explored the influencing factors of job satisfaction, and 53 papers aimed to investigate outcomes. The predictors of job satisfaction were further classified into four groups, namely, organizational, individual, social and family and psychological factors.

This study conducted a literature review on job satisfaction by using content analysis. A relatively comprehensive review of job satisfaction is provided. However, this preliminary study still has considerable room for improvement given the extensive studies on job satisfaction. Future studies may perform meta-analysis and attempt to find new values of job satisfaction.

Findings may shed light on practical management. From the individual perspective, education, interest and skills were found to be related to job satisfaction. Thus, managers should provide their employees with opportunities to train and update their skills. From the organizational perspective, organizational support and culture contributed positively to job satisfaction. This perspective highlighted the importance of effective management activities and policies. From the social and family perspective, family–work supportive policies must be implemented to enhance job satisfaction. From the psychological perspective, psychological issues were found to be closely related to job satisfaction. Thus, the employees’ stress should be reduced to ensure that they perform their jobs well.

This study analyzed the determinants and outcomes of job satisfaction and highlighted the importance of enhancing job satisfaction from different perspectives. The interest of employees should be enhanced, their family–work conflict should be reduced and their psychological issues should be addressed to stimulate their enthusiasm. As job satisfaction contributes positively to organizational commitment and intention to stay, managers should conduct a series of organizational supportive activities to enhance job satisfaction, which will retain qualified employees.

This study conducted extensive research on job satisfaction and drew a systematic picture of job satisfaction on the basis of its determinants and outcomes, research objectives, main themes and journals. All findings were comprehensive and combined to contribute to the literature and serve as a foundation for further study.

The dominant view of responsible leadership (RL) has so far lacked adequate testing for employees' motivational outcomes, including presenteeism. Presenteeism, or attending work while being ill and unable to work at full capacity, causes productivity loss and imposes a significant economic burden to businesses and national economies. Applying the social identity theory of leadership (SITL), this paper aims to offer a conceptual framework supporting the relationship between RL and presenteeism and incorporating the mediating roles of organisational commitment and employees' turnover intentions.

This paper conducts a systematic literature review using a Preferred Reporting Items for Systematic Reviews and Meta-Analyses (PRISMA) flowchart with the existing research on RL, presenteeism, organisational commitment and employee turnover intentions covering the main contributors to this research stream. The proposed model offers eight propositions to promote the examination of RL in more insightful ways.

A shift in focus to the aspect of value-based leadership and presenteeism allows this paper to explore probable employee motivational outcomes, especially with consideration of organisational commitment and turnover intentions. While extant studies about presenteeism have tended to identify negative consequences, this paper explores different contexts in which RL could be crucial and positive. Based on a PRISMA flowchart, this paper provides a conceptual framework and directions that scholars might use to guide organisations and evaluate future research studies in RL and presenteeism.

The implications of this paper lie first in highlighting the demand for scholars to employ RL when conducting research reviews in organisational leadership and presenteeism. Beyond this broad purpose, this paper will help researchers to develop a holistic and pragmatic research approach more systematically and coherently. It is hoped that this conceptual framework can potentially lead to higher employee productivity and retention.

The systematic literature review offers a novel framework that will allow future researchers to conduct and explore empirical studies in organisational leadership. The suggested propositions will direct future scholars and practitioners to explore solutions in which presenteeism can be recognised at work and managed to achieve practical application of RL within organisational settings.

The purpose of this study is to investigate interns’ supervisory support expectations, psychological contract obligations, job satisfaction, perception of advancement opportunities and affective organisational commitment in an attempt to gain a better understanding of how these variables influence interns’ conversion intentions.

This study focuses on college juniors and seniors who were enrolled in retail/service programs at one of three major US universities, and successfully completed a retail/service internship. An online survey was used to assess the influence of interns’ psychological contract expectations regarding employer obligations, supervisory support expectations, job satisfaction, perception of advancement opportunities, and affective organisational commitment on interns’ conversion intentions (intent to accept an offer for full‐time employment).

Findings indicate that employers can establish a foundation for intern retention by fulfilling obligations, both implicitly and explicitly. Furthermore, to ensure continued success of their interns, retailers should rely on supervisors and/or mentors to provide guidance, support and feedback.

Research is limited to students who completed a retail/service internship during 2008.

Results provide practical implications to aid in internship program development, assist in interns’ educational and professional development, and enhance the likelihood of successful conversion of interns to employees for retail/service businesses.

This paper is based on actual feedback from interns. Findings will assist retailers in identifying how they can differentiate their internship programs from their competitors’, and how they can increase internship conversion rates. Additionally, the paper identifies salient factors that motivate interns to accept an offer for full‐time employment from their internship company.