Perceptions of Internal and External Equity as Predictors of Outside Salespeoples' Job Satisfaction

Livingstone, Linda Parrack; Roberts, James A.; Chonko, Lawrence B.
March 1995
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p33
Academic Journal
The purpose of this study was to examine the impact of facets of internal and external equity on job satisfaction. The study was conducted using a sample of outside salespeople. Results indicated that internal promotion equity, internal salary equity, external recognition equity, external incentive equity and external raise equity were the facets of internal and external equity related to job satisfaction for outside salespeople. Age and performance were also positively related to job satisfaction. Implications for salesforce management and future research are presented based on these findings. INSET: Scale items for equity measures..


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