Antecedents of Performance and Satisfaction in a Service Sales Force as Compared to an Industrial Sales Force

Abstract

AbstractThe purpose of this article is to compare the findings from two studies of the correlates and determinants of sales performance, job satisfaction, and self-esteem. Since the methodologies of the two studies are identical, the inconsistent findings evidenced through the comparison are attributed to differences in industry settings. Weitz' contingency framework is suggested as a point of departure for further research and for developing criteria for recruiting and selecting sales representatives.