search query: @author Agarwal, S. / total: 15
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| Author: | DeCarlo, T. Agarwal, S. |
| Title: | Influence of managerial behaviors and job autonomy on job satisfaction of industrial salespersons: a cross-cultural study |
| Journal: | Industrial Marketing Management
1999 : JAN, VOL. 28:1, p. 51-62 |
| Index terms: | INDUSTRIAL MARKETING MANAGEMENT JOB SATISFACTION |
| Language: | eng |
| Abstract: | The present study examines the effects of managerial behaviors and job autonomy on industrial salesperson's job satisfaction. The study also investigates the generalizability of the theoretical model developed for U.S. salespersons to salespersons in Australia and India. In general, the study findings suggest perceived job autonomy is an important antecedent to job satisfaction among salespersons from all three countries. Surprisingly, little differences were observed in the impact of managerial initiation of structure and consideration on job satisfaction among the sales personnel in these countries. |
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