Relationship of Job Performance to Job Perceptions of Salespersons

Morgan, Fred W.
September 1980
Journal of Personal Selling & Sales Management;Fall/Winter80/81, Vol. 1 Issue 1, p11
Academic Journal
The article presents a study of the perceptions of job characteristics, in which perceptual evaluations of the sales representatives' job were obtained from their supervisors, sales managers. The two research questions investigated here are whether the sales representatives and sales managers have similar perceptions of sales representatives' job climate, and whether sales representatives' or sales managers' perceptions of the sales representatives' job climate relate to income for either group. The congruence among comparable factors compares very favorably with other supervisor-subordinate similarity studies. The approach reported here may be meaningful in many organizational settings. The extent to which existing job description inventories should be amended, if at all, is critical. The development of corrective programs is facilitated by first determining the congruence of perceptions between the groups. If perceptions are incompatible, then a starting point for job redesign or supervisory reorientation is identified.


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