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The relationship of job image, performance, and job satisfaction to inactivity-proneness of direct salespeople

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Abstract

This article examines whether the public image of the selling job as perceived by direct salespeople has an impact on their tendency to remain active or become inactive in that selling job. Relationships among job image, job satisfaction, and job performance are also investigated. Salespeople with more negative perceptions of the public image of their job were found to have lower job satisfaction and to be more prone to inactivity, though the strength of these relationships varies somewhat between high and low performers. Implications are provided for researchers and sales managers.

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  1. San Diego State University, San Diego, California, USA

    Thomas R. Wotruba

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Wotruba, T.R. The relationship of job image, performance, and job satisfaction to inactivity-proneness of direct salespeople. JAMS 18, 113–121 (1990). https://doi.org/10.1007/BF02726427

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