Workplace isolation, salesperson commitment, and job performance

Jay P. Mulki, William B. Locander, Gregory Marshall, Eric G. Harris, James S. Hensel

Research output: Contribution to journalArticle

Abstract

Workplace isolation has been recognized as a critical issue facing salespeople in field offices. Studies have recognized that field salespeople are physically and psychologically isolated, but there is little empirical research on the effects of perceived isolation on important job outcomes. One important issue that has yet to be considered is the effect of workplace isolation on trust in supervisors and coworkers. The current study uses a sample of pharmaceutical salespeople to replicate previous results pertaining to workplace isolation effects and to test an integrated model of workplace isolation, salesperson satisfaction, trust, organizational commitment, and overall job performance. The results reveal that perceptions of workplace isolation negatively affect trust in supervisors and coworkers and that the relationship between trust (in supervisors and coworkers) and organizational commitment is mediated by satisfaction with supervisors and coworkers. Further, the findings confirm previous research that indicates that organizational commitment is positively related to salesperson job performance.
Original languageEnglish
Pages (from-to)67-78
Number of pages12
JournalJournal of Personal Selling and Sales Management
Volume28
Issue number1
DOIs
Publication statusPublished - Dec 2008

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