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The purpose of this study is to examine the relationship between ethical climate and facets of job satisfaction among organizational buyers.

This research is an empirical study. Data are collected from the industrial buyers using online panel. The INDSALES scale, the scale developed to measure job satisfaction of boundary spanners, was used to measure the job satisfaction. Partial least squares, a components-based structural equation modeling approach, was employed to conduct data analysis.

The key finding was that buyer’s organizational policy mediates the relationship between buyers’ perception of ethical climate and buyers’ satisfaction with pay and promotion as well as satisfaction with coworkers and supervisors. The findings also show that work satisfaction can be achieved at different levels based on particular components associated to the work environment.

The role of ethical climate in this study offers insights into managers who constantly observe lower levels of job satisfaction among their buying team. Given that companies specify rules and regulations as a way to standardize employee behaviors and prevent unethical practices, managers must ensure that such codes specifically address issue pertaining to compensation, supervision and promotion.

Most of the previous studies in the business-to-business boundary spanning literature address ethical climate primarily from the salesperson’s perspective. Ethical issues relating to organizational buyers in business-to-business setting has largely gone underexplored. This research is one of the few studies that focus on industrial buyers and ethical issues.

This study first reports findings about what factors affect the job satisfaction of one group of public sector employees and second, uses social identity theory to explain the results. The results indicated that working with fellow employees enhances job satisfaction. In contrast, dealing with the clientele (possibly without appropriate training) and organisational management polices compromise the job satisfaction of early career Australian police officers. These findings challenge existing managerialist beliefs that suggest that significant attempts to reform organisational processes within the public sector organisations of a number of Western democracies have improved the effectiveness of employees. These reforms have changed the organisational context within which policing takes place and consequently, the work practices of police officers have changed. Some of these changes have reduced the satisfaction of employees. The implications of the findings are that when employees are dissatisfied with a number of the working conditions, it is likely that their workplace effectiveness may be jeopardised and in turn, the efficiency and effectiveness of scarce public resources may also be compromised.

This paper aims to examines the relationships between various facets of salesperson job satisfaction as assessed by the INDSALES measure and salesperson organizational commitment. The paper also seeks to explore salesperson gender as a moderator of the relationship between facets of job satisfaction and organizational commitment.

This study uses survey research of one firm's business‐to‐business salespeople to examine the relationships between facets of salesperson job satisfaction and salesperson organizational commitment.

Study results indicate that various facets of job satisfaction are more strongly related to organizational commitment. Findings also indicate that these relationships are not the same for male and female salespeople.

Findings demonstrate to sales managers that not all types of satisfaction are related to organizational commitment, which has been strongly linked to a salesperson's propensity to leave an organization. Further, various facets of satisfaction such as pay and promotion are more important to men than to women. Women find that satisfaction with co‐workers is more closely related to organizational commitment than it is for men. These findings have significant relevance to sales managers.

The relationship between facets of job satisfaction and organizational commitment has not been extensively researched. This is true even though these are two very important issues when dealing with sales force management. Likewise, the issue of men and women valuing different types of satisfaction to varying degrees has not been thoroughly examined in the business‐to‐business sales force literature.

This study aims to examine the multi‐faceted job satisfaction of retail employees. In addition, it seeks to investigate the moderating effect of gender on the relations between proposed antecedents and multifaceted job satisfaction. The seven facets of job satisfaction include satisfaction with supervision, overall job satisfaction, company policy and support, promotion, pay, co‐workers, and customers.

Data for this study constitute a subset of a larger study examining salespeople from both business‐to‐business (B‐T‐B) and retail sales contexts in the USA. A total of 352 usable responses from retail employees were retained. Hypothesized relationships were tested by multiple regression analyses, Chow equality tests, and hierarchical regression analyses.

The study suggests that perceived organizational support, role ambiguity, and emotional exhaustion are the most influential factors for most facets of retail employees' job satisfaction. Role conflict and work‐family conflict only predict satisfaction with promotion, and family‐work conflict does not predict any facets of job satisfaction. Gender differences only played a part in satisfaction with customers. All other variables, such as perceived organizational support, work‐family conflict, family‐work conflict, and emotional exhaustion affect male and female employees differently.

The study provides managerial implications, suggesting that there is no one perfect policy to satisfy retail employees in all aspects and retailers should be more careful in assigning tasks to employees.

The literature concerning multifaceted job satisfaction has contributed significantly to understanding sales personnel job satisfaction. However, as many of the job characteristics for B‐T‐B and retail are different, a separate examination of factors influencing retail employees' job satisfaction is necessary. This study extends the current literature examining the job satisfaction of retail employees by borrowing from retail literature concerning global job satisfaction and from sales management literature about multifaceted job satisfaction.

Develops a structural equations model which examines the effects of environmental dynamism and heterogeneity on salespeople’s role conflict, role ambiguity, performance and job satisfaction. The model is tested with EQS, using data collected from 230 salespeople in multiple companies and industries. Indicates that environmental dynamism reduces satisfaction and performance, and increases role conflict and ambiguity. Notes that environmental heterogeneity also reduces performance and increases role conflict, but does not have a significant effect on role ambiguity.

Compares salespeople’s and managers’ perceptions of control. Salespeople in this sample of manufacturing firms perceive they are granted more control over sales‐call related activities than their managers perceived they were granting. This lack of congruity, however, may not necessarily have a negative effect on job‐related outcomes. A comparison of two types of perceptual incongruity supports this notion. While the direction of the perceptual imbalance does not affect adaptive selling behaviors, it does affect salesperson satisfaction. Satisfaction with job and company is higher in salesperson‐manager dyads in which the salesperson’s control perceptions are higher than those of his or her manager.

Job satisfaction is an expression that came into common usage during the 1970s. For many people, the term simply meant whether or not they enjoyed their work. It is of course a far more complex affair, one which encompasses issues such as satisfaction with supervision at work, the work itself, pay and conditions, appraisal, promotion practices and fellow workers.

The present study attempts to contribute to the knowledge of how customer orientation (CO), service orientation (SO) and job satisfaction (JS) are defined and relate to each other. It explores the relationships between CO and JS by analysing a company providing intermediation services to the banking sector, in its external finance division.

After the literature review, the method of empirical analysis consisting in quantitative intervention with an ad hoc survey using a structured questionnaire was developed. Regression analysis with mediation is used to contrast the hypotheses on the links between the constructs analysed.

Both reliability and factorial analysis of the scales used provided satisfactory results. CO was found to produce mediated effects, through SO, on overall JS. The mediator role was identified as human resources management practice, service systems practice and service leadership practice. In addition, in all cases, a direct, positive association was found between SO practices and CO.

First, the use of just one company invites a repeat study in other companies in the sector and in other service contexts. Second, cross‐cultural approaches to the constructs analysed would be interesting. Third, it may be relevant to use longitudinal approaches for a better understanding of the dynamic behaviour of the variables analysed. Fourth, attaining all of data from employees invites to future measures of the constructs taken from different sources. Future research needs to be done on the service profit chain theory to incorporate both customer and financial performance variables.

The results should lead managers to consider the importance of emphasizing those organizational cues that help build a SO climate in their organizations.

This paper further acknowledges the links between the constructs being studied, on the basis of employees' perceptions. It was found that CO produces mediated effects, through SO, on overall JS.

To contribute to the understanding of how to manage turnover, the purpose of this paper is to determine if sales managers have the ability to predict high levels of propensity to leave (PL) from variables readily available in personnel records, and on commonly used employee surveys.

The data used for the analysis of the study variables were collected from the sales forces of a total of ten firms across a variety of consumer and industrial product categories, resulting in a sample of 604 respondents. Data were analyzed via multiple discriminant analysis.

The analysis and test results demonstrate that discriminant sets of attitudinal variables, personal characteristics, and aspects of the job can be identified and used to establish meaningful classifications of a salesperson's PL. Organizational commitment, satisfaction with pay, family status, job involvement, level of education, and compensation plan were all found to be significant. Analysis fails to support the existence of several attitudinal variables generally thought to be predictors of PL.

The overarching implication to be drawn is that any effort to address salesperson turnover must be holistic, rather than limited to a narrow set of variables. These findings hold implications for sales management researchers and human resource/personnel managers.

The purpose of this paper is to analyze the reason for Chinese local officials' enthusiasm towards cultivating newly listed firms within their jurisdictions.

With new initial public offering (IPO) firms on the Chinese A‐share market over 1999‐2003 as samples, and using excessive employment as a measure of the carrying level of firms for political objectives of local governments, this study systematically investigates the change in policy burden for Chines firms before and after going public, the influence factors and their economic consequences.

The authors show that compared with before going public, the excessive employment of firms substantially increased upon going public, among which firms, state‐owned enterprises with better performances and private enterprises with closer links with government are heavier burdened with excessive employment. Furthermore, it was found that the increase in excessive employment upon going public can substantially aggravate the underperformance of IPO firms.

The findings in this study indicate that the new IPO firms do help local officials better realize their political objectives, and the local governments do actively use their rights of control or influence in pursuing their political appeals, and the political appeals of local officials brought loss of real economic efficiency to newly increased IPO firms.

This paper shows that the prime mover of Chinese local government in promoting securitization of local assets is effectively preserved by partial privatization, which is designed with the original intention of preserving governmental control over the economy.

The paper explains the Chinese local governments' enthusiasm for building capital provinces for reasons other than economic growth, i.e. political objectives; the paper provides evidence of how the political appeals of officials influence the capital market from the circumstance of government official selecting system, and builds a possible bridge in the relationship between government interventions and underperformance of the Chinese partially‐privatized firms.