TY - JOUR
T1 - The moderating effects of gender and inside versus outside sales role in multifaceted job satisfaction
AU - Rutherford, Brian N.
AU - Marshall, Greg W.
AU - Park, Jung Kun
PY - 2014/9/1
Y1 - 2014/9/1
N2 - Two key trends in B2B sales organizations are increased representation by females in sales roles and a shift toward more inside sales positions than has been true in the past. Prior work on multifaceted job satisfaction among salespeople has not fully taken these elements into account. This study furthers the literature by examining the moderating role of gender and inside versus outside sales role on multifaceted job satisfaction. Results provide opportunity for provocative discussion among sales organizational leadership of more customized approaches to improve the satisfaction of the sales force.
AB - Two key trends in B2B sales organizations are increased representation by females in sales roles and a shift toward more inside sales positions than has been true in the past. Prior work on multifaceted job satisfaction among salespeople has not fully taken these elements into account. This study furthers the literature by examining the moderating role of gender and inside versus outside sales role on multifaceted job satisfaction. Results provide opportunity for provocative discussion among sales organizational leadership of more customized approaches to improve the satisfaction of the sales force.
KW - Gender
KW - Inside/outside sales roles
KW - Multifaceted job satisfaction
KW - Salesperson
UR - http://www.scopus.com/inward/record.url?scp=84901607406&partnerID=8YFLogxK
UR - https://www.sciencedirect.com/science/article/pii/S0148296313004384?via%3Dihub
U2 - 10.1016/j.jbusres.2013.12.004
DO - 10.1016/j.jbusres.2013.12.004
M3 - Article
AN - SCOPUS:84901607406
SN - 0148-2963
VL - 67
SP - 1850
EP - 1856
JO - Journal of Business Research
JF - Journal of Business Research
IS - 9
ER -