Research

The Effect of Environment Dynamism and Heterogeneity on Salespeoples' Role Perceptions, Performance and Job Satisfaction

Investigates effects of environmental dynamism and heterogeneity on salespeople's role conflict, role ambiguity, job satisfaction and performance. Conceptual model and hypothesized relationships of the study; Dimensions of salesperson's job satisfaction; Standardized direct, indirect and total effects of environmental dynamism and heterogeneity.

Publication Information
Article Title: The Effect of Environment Dynamism and Heterogeneity on Salespeoples' Role Perceptions, Performance and Job Satisfaction
Journal: European Journal of Marketing (1996)
Vol. 30 Issue 7, p49-67, ISSN 0309-0566
Author(s): Sohi, Ravi
Researcher Information
    
Sohi, Ravi
Sohi, Ravi
Professor and Robert D. Hays Distinguished Chair of Sales Excellence
Expertise:
  • Business-to-Business Marketing
  • E-Commerce Marketing
  • International Marketing
  • Marketing Channels Management
  • Sales Management
Marketing
CoB 335D
P.O. Box 880492
University of Nebraska-Lincoln
Lincoln, NE 68588-0492, USA
Phone: (402) 472-2316
Fax: (402) 472-9777
ravisohi@unl.edu