The Relationship of Tenure and Age to Role Clarity and Its Consequences in the Industrial Salesforce
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Abstract
AbstractFormer research has demonstrated that role clarity is particularly low in the industrial salesforce. In the present study role clarity was found to be positively related to job satisfaction, performance, and organizational commitment in a sample of industrial salespeople (N = 437). While some research has been conducted on organizational determinants of role clarity, virtually no research has been conducted on personal variables. Two personal variables, tenure and age, have been suggested as being determinants of role clarity. These variables were not found to be related to role clarity. Reliability of the findings were assessed by examining the relationships using a three firm, firm-by-firm analysis.