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Organizational Climate and Job Satisfaction in the Salesforce

https://doi.org/10.1177/002224377601300401
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What this work says

Outgoing claims: the papers this work cites, builds on, or argues with.

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The satisfaction-performance controversy
inferredcites →https://doi.org/10.1016/0019-8501(79)90069-5openalex-snapshot
Management of the sales force
inferredcites →https://doi.org/10.1016/0030-5073(73)90008-1openalex-snapshot
Some problems in the measurement of organizational climate
inferredcites →https://doi.org/10.1016/0030-5073(73)90042-1openalex-snapshot
The effects of organizational climate on managerial job performance and job satisfaction
inferredcites →https://doi.org/10.1016/0148-2963(74)90001-0openalex-snapshot
Organizational climate and job satisfaction: a comparative analysis
inferredcites →https://doi.org/10.1016/0148-2963(75)90002-8openalex-snapshot
Expectation-specific measures of the intersender conflict and role ambiguity experienced by industrial salesmen
inferredcites →https://doi.org/10.1037/h0024683openalex-snapshot
Alienation, environmental characteristics, and worker responses.
inferredcites →https://doi.org/10.1037/h0031152openalex-snapshot
Employee reactions to job characteristics.
inferredcites →https://doi.org/10.1037/h0033103openalex-snapshot
Organizational climate: Individual preferences and organizational realities.
inferredcites →https://doi.org/10.1037/h0037511openalex-snapshot
Organizational climate: A review of theory and research.
inferredcites →https://doi.org/10.1111/j.1468-232x.1970.tb00524.xopenalex-snapshot
Theories of Performance and Satisfaction: A Review
inferredcites →https://doi.org/10.1111/j.1744-6570.1962.tb01845.xopenalex-snapshot
PATTERNS OF LEADERSHIP BEHAVIOR RELATED TO EMPLOYEE GRIEVANCES AND TURNOVER
inferredcites →https://doi.org/10.1111/j.1744-6570.1969.tb02300.xopenalex-snapshot
MULTIPLE IMPACTS OF ORGANIZATIONAL CLIMATE AND INDIVIDUAL VALUE SYSTEMS UPON JOB SATISFACTION
inferredcites →https://doi.org/10.1177/001872674800100408openalex-snapshot
Overcoming Resistance to Change
inferredcites →https://doi.org/10.1177/002224297503900405openalex-snapshot
Marketing as Exchange
inferredcites →https://doi.org/10.1177/002224377401100303openalex-snapshot
Measuring the Job Satisfaction of Industrial Salesmen
inferredcites →https://doi.org/10.1177/027507408101500109openalex-snapshot
Administrative Science Quarterly
inferredcites →https://doi.org/10.2307/1250800openalex-snapshot
Organizational Determinants of the Industrial Salesman's Role Conflict and Ambiguity
inferredcites →https://doi.org/10.2307/1420456openalex-snapshot
Motivation and Organizational Climate
inferredcites →https://doi.org/10.2307/1421157openalex-snapshot
Industrial Jobs and the Worker
inferredcites →https://doi.org/10.2307/2391283openalex-snapshot
Relation of Leader Consideration and Initiating Structure to R and D Subordinates' Satisfaction
inferredcites →https://doi.org/10.2307/2391486openalex-snapshot
Role Conflict and Ambiguity in Complex Organizations
inferredcites →https://doi.org/10.2307/2391507openalex-snapshot
Managerial Process and Organizational Behavior.
inferredcites →https://doi.org/10.2307/2391931openalex-snapshot
An Evaluation of Causal Models Linking the Received Role with Job Satisfaction
inferredcites →https://doi.org/10.2307/2521540openalex-snapshot
Managerial Behavior, Performance, and Effectiveness.
inferredcites →https://doi.org/10.2307/254979openalex-snapshot
Organizational Climate: Measures, Research and Contingencies
inferredcites →https://doi.org/10.2307/255181openalex-snapshot
Interorganizational Conflict, Linkage, and Exchange: A Study of Industrial Salesmen
inferredcites →https://doi.org/10.4135/9781446217320.n8openalex-snapshot
Organizational Stress
inferredcites →https://doi.org/10.58964/jbamain1openalex-snapshot
Journal of Business Administration

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inferred← citeshttps://doi.org/10.1080/09585192.2010.505104openalex-snapshot
An exploratory analysis of the influence of human resource management activities and organizational climate on job satisfaction in Turkish banks
inferred← citeshttps://doi.org/10.1080/09585192.2011.555133openalex-snapshot
Workplace isolation: salespeople and supervisors in USA
inferred← citeshttps://doi.org/10.1080/09593969400000022openalex-snapshot
The relationship between psychological climate and work motivation in a retail environment
inferred← citeshttps://doi.org/10.1080/10495142.2011.572684openalex-snapshot
Customer Learning Orientation in Public Sector Organizations
inferred← citeshttps://doi.org/10.1080/1051712x.2025.2586774openalex-snapshot
Salespeople Motivation: A TCCM-Based Review and Future Research Agenda
inferred← citeshttps://doi.org/10.1080/10696679.1997.11501774openalex-snapshot
Types of Vertical Exchange Relationships: An Empirical Re-Examination of the Cadre/Hired-hand Distinction
inferred← citeshttps://doi.org/10.1080/10696679.1998.11501786openalex-snapshot
Psychological Climate: Relevance for Sales Managers and Impact on Consequent Job Satisfaction
inferred← citeshttps://doi.org/10.1080/10696679.1999.11501821openalex-snapshot
The Moderating Effect of Managerial Sales Orientations on Salespersons’ Role Stress-Job Satisfaction Relationships
inferred← citeshttps://doi.org/10.1080/10696679.2002.11501924openalex-snapshot
Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach
inferred← citeshttps://doi.org/10.1080/10696679.2026.2656319openalex-snapshot
Do experience and upper management support matter? An exploration of GenAI technology usage in a business-to-business setting
inferred← citeshttps://doi.org/10.1080/10803548.2016.1268446openalex-snapshot
An assessment of safety climate, job satisfaction and turnover intention relationships using a national sample of workers from the USA
inferred← citeshttps://doi.org/10.1080/12297119.1999.9707446openalex-snapshot
윤리적 갈등과 관련된 소매점 판매원의 특성에 관한 실증적 연구
inferred← citeshttps://doi.org/10.1080/12297119.2001.9707519openalex-snapshot
조직특성 및 개인특성이 판매원 성과에 미치는 영향
inferred← citeshttps://doi.org/10.1080/12297119.2003.9707328openalex-snapshot
개인특성과 상사의 신뢰가 판매원의 노력 및 성과에미치는 영향
inferred← citeshttps://doi.org/10.1080/12297119.2007.9707266openalex-snapshot
영업사원에 대한 통제유형， 반응， 그러고 직 무만족 간의 구조적 관계 - 역할명확성과 자기효능감의 매개효과 -
inferred← citeshttps://doi.org/10.1080/14479338.2025.2474960openalex-snapshot
Emotional intelligence and employee creativity in high-tech firms
inferred← citeshttps://doi.org/10.1080/15256480802427339openalex-snapshot
The Effects of Job Demands, Job Resources and Intrinsic Motivation on Emotional Exhaustion and Turnover Intentions: A Study in the Turkish Hotel Industry
inferred← citeshttps://doi.org/10.1080/15332840903323364openalex-snapshot
Role Stress, Emotional Exhaustion, and Turnover Intentions: Does Organizational Tenure in Hotels Matter?
inferred← citeshttps://doi.org/10.1080/15332845.2020.1821425openalex-snapshot
The relationships between job satisfaction dimensions, organizational commitment and turnover intention: the moderating role of ethical climate in travel agencies
inferred← citeshttps://doi.org/10.1080/19368623.2017.1269711openalex-snapshot
The Effects of Perceived Behavioral Integrity of Supervisors on Employee Outcomes: Moderating Effects of Tenure
inferred← citeshttps://doi.org/10.1080/23808985.1979.11923770openalex-snapshot
The Role of Communication in Perceptions of Organizational Climate
inferred← citeshttps://doi.org/10.1086/296088openalex-snapshot
The Nature and Causes of Self-Esteem, Performance, and Satisfaction in the Sales Force: A Structural Equation Approach
inferred← citeshttps://doi.org/10.1108/02621710910955985openalex-snapshot
Job characteristics, work attitudes and behaviors in a non‐western context
inferred← citeshttps://doi.org/10.1108/02635570810904596openalex-snapshot
Does TQM impact on role stressors? A conceptual model
inferred← citeshttps://doi.org/10.1108/02683949410075822openalex-snapshot
Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself
inferred← citeshttps://doi.org/10.1108/03090560510590674openalex-snapshot
Determinants and consequences of ethical behaviour: an empirical study of salespeople
inferred← citeshttps://doi.org/10.1108/03090560910961498openalex-snapshot
Transformational leadership as a mediator of the relationship between behavior‐based control and salespeople's key outcomes
inferred← citeshttps://doi.org/10.1108/03090561011008655openalex-snapshot
The impact of marketing strategy creation style on the formation of a climate of trust in a retail franchise setting
inferred← citeshttps://doi.org/10.1108/03090561311297508openalex-snapshot
Sales manager support: fostering emotional health in salespeople
inferred← citeshttps://doi.org/10.1108/03090569610105771openalex-snapshot
Evidence for Turkish industrial salespeople
inferred← citeshttps://doi.org/10.1108/03090569610123816openalex-snapshot
The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance and job satisfaction
inferred← citeshttps://doi.org/10.1108/08858620010349493openalex-snapshot
Factors discriminating functional and dysfunctional salesforce turnover
inferred← citeshttps://doi.org/10.1108/08858620210415190openalex-snapshot
Exploring the sales manager’s feedback to a failed sales effort
inferred← citeshttps://doi.org/10.1108/08858620810858418openalex-snapshot
Understanding the salespeople's “feedback‐satisfaction” linkage: what role does job perceptions play?
inferred← citeshttps://doi.org/10.1108/08858620810901239openalex-snapshot
The moderating role of industrial experience in the job satisfaction, intention to leave relationship: an empirical study among salesmen in India
inferred← citeshttps://doi.org/10.1108/08858621011027786openalex-snapshot
External performance barriers in business networks: uncertainty, ambiguity, and conflict
inferred← citeshttps://doi.org/10.1108/08858629610151316openalex-snapshot
Examining an industrial buyer’s purchasing linkages: a network model and analysis of organizational buying workflow
inferred← citeshttps://doi.org/10.1108/08858629710190204openalex-snapshot
A multi‐dimensional perspective on salesperson commitment
inferred← citeshttps://doi.org/10.1108/08876040410557258openalex-snapshot
A reconceptualisation of the satisfaction‐service performance thesis
inferred← citeshttps://doi.org/10.1108/08876040510579343openalex-snapshot
Perceived managerial sincerity, feedback‐seeking orientation and motivation among front‐line employees of a service organization
inferred← citeshttps://doi.org/10.1108/08876049410053267openalex-snapshot
Increasing Job Satisfaction of Service Personnel
inferred← citeshttps://doi.org/10.1108/09513550210448571openalex-snapshot
Using social identity theory to explain the job satisfaction of public sector employees
inferred← citeshttps://doi.org/10.1108/09590550310503302openalex-snapshot
Market orientation, trust and satisfaction in dyadic relationships:a manufacturer‐retailer analysis
inferred← citeshttps://doi.org/10.1108/09649429810208747openalex-snapshot
Sex‐related differences of public relations managers in consumer goods companies in Greece and Italy
inferred← citeshttps://doi.org/10.1108/10569210680000211openalex-snapshot
Organizational structure and organizational climate as potential predictors of job stress: Evidence from Malaysia
inferred← citeshttps://doi.org/10.1108/13620431211255833openalex-snapshot
Am I my own worst enemy?
inferred← citeshttps://doi.org/10.1108/14502190910992701openalex-snapshot
Men and women as public relation managers in Greece and Turkey
inferred← citeshttps://doi.org/10.1108/19355181200200004openalex-snapshot
Enhancing the Emotional Intelligence of Salespeople
inferred← citeshttps://doi.org/10.1108/978-1-62396-636-220251018openalex-snapshot
Millennials As New Salespeople
inferred← citeshttps://doi.org/10.1108/978-1-64113-348-720251008openalex-snapshot
Sales training
inferred← citeshttps://doi.org/10.1108/apjml-12-2020-0846openalex-snapshot
Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry
inferred← citeshttps://doi.org/10.1108/eb022536openalex-snapshot
The relation of management group structure to psychological climate and work motivation in a retail environment
inferred← citeshttps://doi.org/10.1108/eb022567openalex-snapshot
Academic Papers
inferred← citeshttps://doi.org/10.1108/eb028972openalex-snapshot
DEVELOPING EFFECTIVE SALESPEOPLE: EXPLORING THE LINK BETWEEN EMOTIONAL INTELLIGENCE AND SALES PERFORMANCE
inferred← citeshttps://doi.org/10.1108/ebr-05-2021-0123openalex-snapshot
Organisational and environmental indicators of B2B sellers’ sales performance in services firms
inferred← citeshttps://doi.org/10.1108/eum0000000000068openalex-snapshot
Job‐related Expectations of Salespeople: A Review of Behavioural Determinants, Part I
inferred← citeshttps://doi.org/10.1108/eum0000000005264openalex-snapshot
Motivation and Dissatisfaction of Industrial Salespeople — How Relevant is Herzberg's Theory?
inferred← citeshttps://doi.org/10.1108/ijmpb-05-2020-0155openalex-snapshot
Vertical and horizontal trust and team learning: the role of organizational climate
inferred← citeshttps://doi.org/10.1108/ijqss-04-2024-0040openalex-snapshot
From side effects to work attitudes influencing customer service quality: moderating impacts of work experience in banking industry
inferred← citeshttps://doi.org/10.1108/ijrdm-12-2021-0593openalex-snapshot
Do goal orientations really influence performance?
inferred← citeshttps://doi.org/10.1108/jabs-07-2020-0275openalex-snapshot
Supervisors as recipients and implementers of organizational change: evidence from an Indian chain hospital
inferred← citeshttps://doi.org/10.1108/jbim-02-2023-0069openalex-snapshot
Does B2B salespeople’s love of money attitude mediate the relationships between a growth mindset, a fixed mindset, grit, and job performance?
inferred← citeshttps://doi.org/10.1108/jbim-03-2023-0145openalex-snapshot
Culture uncovered: B2B salesforce job reviews as windows into corporate values
inferred← citeshttps://doi.org/10.1108/jbim-08-2018-0233openalex-snapshot
The moderating role of sales experience in adaptive selling, customer orientation and job satisfaction in a unionized setting
inferred← citeshttps://doi.org/10.1108/jbim-12-2020-0565openalex-snapshot
The impact of sales controls on manufacturers’ agents’ tactical decisions: the importance of inter-organizational climate
inferred← citeshttps://doi.org/10.1108/jibr-08-2017-0125openalex-snapshot
Exploring the moderating role of core self-evaluation in the relationship between demands and work-family enrichment
inferred← citeshttps://doi.org/10.1108/jsit-01-2020-0008openalex-snapshot
Impact of individual perceptions of technology on turnover intention among IT professionals
inferred← citeshttps://doi.org/10.1108/jsm-10-2014-0351openalex-snapshot
Managing the downside effect of a productivity orientation
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