Noble, Charles H.
June 2008
Journal of Personal Selling & Sales Management;Summer2008, Vol. 28 Issue 3, p247
Academic Journal
Frontline sales managers are subject to continuous threats to job security. Macro-environmental factors, firm performance, and the performance of the manager's sales team can all influence job security in this setting. Although job security (and insecurity) has been studied previously, this study makes several contributions to the literature. First, this study considers issues surrounding job security in the relatively unique environment of the field sales manager, adding to knowledge on how to attract and retain a superior sales force. Second, this work adds a consideration of important variables not previously considered in job security research, including role autonomy and perceived fairness in reward allocation. Third, the study looks at several interactions between role factors and performance as influences on job security, highlighting the importance of job factors in manager perceptions. Overall, this research presents a rich view of the factors influencing the job security perceptions of field sales managers. The results provide strong support for the overall model and highlight the moderating influence of role conflict and ambiguity in the link between performance and job security. Implications for future research and for the structuring of field sales manager jobs are considered.


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