The interplay of salesperson's job performance and satisfaction in the financial services industry
Marketing and Professional Sales
Research has not yet provided conclusive confirmation or disconfirmation of any model that discusses the relationship between job satisfaction (JS) and job performance (JP). This article reviews the relationship in the financial services industry setting and examines in line with the precedents (perceived organizational support, role ambiguity, role conflict (RC), work-family conflict (WFC), emotional exhaustion (EE)) and the consequences (organizational commitment). Findings suggest that, in the financial services industry, JP causes JS and has a positive effect on organizational commitment. This study also finds that WFC serves as an antecedent to RC, EE and JS. Most importantly, the finding that WFC is significantly related to RC is new and thus needs to be confirmed in different industry settings.
Oh, Joon-Hee; Rutherford, Brian N.; and Park, Jungkun, "The interplay of salesperson's job performance and satisfaction in the financial services industry" (2014). Faculty Publications. 3496.