What is important To Whom? the Effects of Career Stage on the Relationship Between Job Characteristics and Job Satisfaction of Salespersons

Abstract

This paper examines the relationship between a salesperson’s career stage and perceptions of three job characteristics: job interest, role clarity, and job tension. It also examines the role of career stage as a moderating variable in the relationship between these job characteristics and job satisfaction among salespersons. A conceptual model is developed, and a pilot test of that model is performed. Possible implications of the model are discussed and suggestions for further research are given.