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Article
Reconceptualizing the Measurement of Multidimensional Salesperson Job Satisfaction
Journal of Personal Selling & Sales Management (2019)
  • Brian N. Rutherford, Kennesaw State University
  • James S. Boles, University of North Carolina at Greensboro
  • Scott C. Ambrose, Embry-Riddle Aeronautical University
Abstract
Job satisfaction is a key construct in many models examining salesperson attitudes, intentions, and behaviors. Job satisfaction has often been conceptualized and measured as a multidimensional construct – often via the INDSALES scale. Yet many researchers have not utilized this scale due to its length. Further, extant versions of reduced INDSALES scales are lengthy and have been questioned about whether they accurately represent the dimensions measured. The current research revisits the INDSALES scale and provides a reduced version based on more-advanced techniques than used previously. The proposed reduced scale is of benefit to subsequent research using a multidimensional measure of job satisfaction.
Keywords
  • job satisfaction,
  • measurement,
  • sales management,
  • INDSALES
Publication Date
May 10, 2019
DOI
https://doi.org/10.1080/08853134.2019.1601018
Citation Information
Brian N. Rutherford, James S. Boles and Scott C. Ambrose. "Reconceptualizing the Measurement of Multidimensional Salesperson Job Satisfaction" Journal of Personal Selling & Sales Management (2019) ISSN: 1557-7813
Available at: http://works.bepress.com/scott_c_ambrose/23/