Abstract
This paper examines the relationship between a salesperson’s career stage and perceptions of three job characteristics: job interest, role clarity, and job tension. It also examines the role of career stage as a moderating variable in the relationship between these job characteristics and job satisfaction among salespersons. A conceptual model is developed, and a pilot test of that model is performed. Possible implications of the model are discussed and suggestions for further research are given.
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Dabholkar, P.A., Mathur, A., Wallace, E.S. (2015). What is important To Whom? the Effects of Career Stage on the Relationship Between Job Characteristics and Job Satisfaction of Salespersons. In: Hawes, J. (eds) Proceedings of the 1989 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17055-8_75
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DOI: https://doi.org/10.1007/978-3-319-17055-8_75
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