The Moderating Effects of Gender and Inside Versus Outside Sales Role in Multifaceted Job Satisfaction
Marketing & Professional Sales
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. [Copyright &y& Elsevier]
Rutherford, B. N., Marshall, G. W., & Park, J. (2014). The moderating effects of gender and inside versus outside sales role in multifaceted job satisfaction.Journal of Business Research, 67(9), 1850-1856.