The moderating effects of gender and inside versus outside sales role in multifaceted job satisfaction

Brian N. Rutherford*, Greg W. Marshall, Jung Kun Park

*Corresponding author for this work

Research output: Contribution to journalArticle

Abstract

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.

Original languageEnglish
Pages (from-to)1850-1856
Number of pages7
JournalJournal of Business Research
Volume67
Issue number9
Early online date6 Jan 2014
DOIs
Publication statusPublished - 1 Sep 2014

Keywords

  • Gender
  • Inside/outside sales roles
  • Multifaceted job satisfaction
  • Salesperson

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