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Salesperson job involvement: do demographic, job situational, and market variables matter?

Greg W. Marshall (Professor of Marketing, Crummer Graduate School of Business, Rollins College, Winter Park, Florida, USA)
Felicia G. Lassk (Assistant Professor of Marketing, College of Business Administration, Northeastern University, Boston, Massachusetts, USA)
William C. Moncrief (Professor of Marketing, M.J. Neeley School of Business, Texas Christian University, Fort Worth, Texas, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 August 2004

Abstract

Job involvement is the psychological identification with one's job. Recent trends in sales organizations have heightened the need for increased job involvement among salespeople. Little research has been done to investigate the relationship of job involvement to demographic, job situational, and market variables in a sales setting. Results of a survey of 417 field salespeople revealed support for associations between job involvement and these variables. Implications are discussed for sales managers and sales researchers.

Keywords

Citation

Marshall, G.W., Lassk, F.G. and Moncrief, W.C. (2004), "Salesperson job involvement: do demographic, job situational, and market variables matter?", Journal of Business & Industrial Marketing, Vol. 19 No. 5, pp. 337-343. https://doi.org/10.1108/08858620410549947

Publisher

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Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited