TITLE

Salesperson Job Involvement: A Modern Perspective and a New Scale

AUTHOR(S)
Lassk, Felicia G.; Marshall, Greg W.; Cravens, David W.; Moncrief, William C.
PUB. DATE
September 2001
SOURCE
Journal of Personal Selling & Sales Management;Fall2001, Vol. 21 Issue 4, p291
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Job involvement is a person's psychological identification or commitment to his/her job. Job involvement is an important construct in salesforce performance research because (1) it is a relevant consequence of a salesperson's work environment and internal feelings, (2) it is a relevant antecedent of a number of important salesjob outcomes, and (3) it impacts the socialization process for salespeople. Because sales jobs have changed markedly over the past decade, a salesperson's job involvement now tends to be more focused on relationships with clients and less on aspects within an organizational boundary. The most widely used measure of job involvement (Lodahl and Kejner 1965) is not occupation-specific to sales. This article outlines the development of a new scale for relationship-based salesperson job involvement utilizing rigorous assessments of reliability, validity, and dimensionality within a broad sample of practicing salespeople.
ACCESSION #
6933604

 

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