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

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.

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