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The relationship between job related expectations of salespeople and the use by sales management of a fulfilment approach.

Simintiras, Antonis Constantinou (1990) The relationship between job related expectations of salespeople and the use by sales management of a fulfilment approach. Doctoral thesis, Huddersfield Polytechnic.

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    Abstract

    This thesis is concerned with the job satisfaction,
    motivation and performance of salespeople. Within this conceptual
    domain, the study examines the relationship between job-related
    expectations and the process of their fulfilment / nonfulfilment,
    in an attempt to account for differences in their job
    behaviour, job attitudes and performance.

    There were two main purposes of this reseach. Firstly, to
    determine whether or not, and the extent to which, the behaviour
    of sales representatives could be attributed to their job related
    expectations. Second, to develop a conceptual framework, yielding
    the dynamics and impact of the fulfilment / non-fulfilment
    process (a pro-active mechanism of uncovering behavioural
    patterns) on possible action tendencies at the workplace.

    The study was field based and exploratory. Field research
    took place in Greece - the researcher's home country. One of the
    main reasons underlying this decision was to provide Greek
    researchers and managers with knowledge where it previously did
    not exist. In total, forty seven companies participated. These
    companies allowed the researcher to conduct structured interviews
    with their salespeople and in all one hundred and seventy
    salespersons comprised the final sample.

    The data from this sample were analysed for purposes of
    hypothesis testing. In cases where no clear cut points in
    responses were identified, the data were statistically analysed
    with the aid of non-parametric tests. The major reason underlying
    the use of non-parametric tests was that the level of measurement
    achieved was in ordinal scales.

    The findings indicated that the identification of perceived
    anticipated outcomes of salespeople's job-related expectations is
    a good predictor of their subsequent behaviour. Strong positive
    relationships were found between anticipated fulfilment and
    anticipated job satisfaction and motivation. Converserly,
    negative relationships were found between anticipated job
    satisfaction and motivation when fulfilment was not anticipated.

    The effects of causal attributions made by salespeople about
    their achieved performance, and the identified feedback loops,
    were also supported. Finally, the fulfilment approach (a process
    of a dynamic and directional cyclical nature in determining
    behaviour) was clearly indicated.

    The most important implications of this research are the
    identification of:

    a) the fulfilment process, and

    b) the major behavioural outcomes that are available to
    salespeople.

    On the one hand, the study found that salespersons'
    preference amongst different behaviours was associated with job
    related expectations and their perceived anticipated outcomes. On
    the other hand, job satisfaction, motivation and performance were
    also found to be dependent upon the cognitive process termed
    "fulfilment approach". That is, outcomes which were perceived as
    being able to either fulfill or facilitate fulfilment, or not to
    fulfill, job related expectations of sales representatives.

    Item Type: Thesis (Doctoral)
    Additional Information: EThOS Persistent ID uk.bl.ethos.254238
    Uncontrolled Keywords: Motivation of salespeople, Psychology, Labor, Management, Psychology
    Subjects: H Social Sciences > HD Industries. Land use. Labor
    B Philosophy. Psychology. Religion > BF Psychology
    Schools: The Business School
    Depositing User: Graham Stone
    Date Deposited: 11 Jun 2009 11:38
    Last Modified: 28 Jul 2010 19:38
    URI: http://eprints.hud.ac.uk/id/eprint/4677

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