An empirical test of antecedents and consequences of salesperson job satisfaction among Polish retail salespeople

Abstract

This study looks at the applicability of retail sales management theory in a transitional economy. A theoretical model of in-role sales performance, satisfaction, commitment, and turnover based on previous empirical work is tested with a sample of 331 retail salespeople in Poland. The structural model shows strong support for the applicability of Western sales management theory in a transitional economy.