The Dimensionality of the Industrial Sales Job Characteristics

Becherer, Richard C.; Morgan, Fred W.; McDonald, John P.
May 1983
Journal of Personal Selling & Sales Management;May83, Vol. 3 Issue 1, p36
Academic Journal
The article focuses on the relationship among sets of sales job characteristics and worker performance and satisfaction. The major emphasis of the job characteristics approach is that motivation, satisfaction, and job performance are hypothesized to be primarily a function of task design. The central idea of the expectancy model is that the strength of a tendency for a sales, representative to act in a certain way is a function of the strength of the sales representative's expectancy that the act will be followed by a specific consequence. An instrument to measure job characteristics carries five core dimensions of skill variety, task identity, task significance, autonomy, and feedback. Skill variety is the extent to which a job requires a variety of different activities or skills in carrying out the work assignment. Task identity is the extent to which a job requires the completion of a whole and identifiable piece of work. Task significance is the degree to which the job has a substantial impact on the lives or activities of others.


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