A Comparison of the Impact of Organizational Climate on the Job Satisfaction of Manufacturers' Agents and Company Salespeople: An Exploratory Study

Mahajan, Jayashree; Churchill Jr., Gilbert A.; Ford, Neil M.; Walker Jr., Orville C.
May 1984
Journal of Personal Selling & Sales Management;May84, Vol. 4 Issue 1, p1
Academic Journal
This article examines the impact of perceived organizational climate variables on the job satisfaction of manufacturers' agents and sales personnel. The use of manufacturers' agents (MAs) as an alternative distribution channel has increased in importance. Between 1972 and 1977, the number of MAs increased by 20.9 percent, while at the same time manufacturers' sales branches decreased by 14.1 percent. Recent interest in the industrial sales management literature has focused on understanding the determinants of salespersons' job satisfaction and the factors affecting its relationship to sales performance. The evidence suggests that job satisfaction varies with a salesperson's perceptions of company climate and that organizational climate is an important determinant of salesforce morale. Most measures of perceived organizational climate include four common factors, the amount of autonomy given to the employee, the amount of structure imposed upon a position and the person who occupies it, reward orientation, and the nature of interpersonal relationships.


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