Do feelings of success mediate sales performance-work attitude relationships?

Article Abstract:

A psychological success model of the relationships between sales performance and job attitudes is developed and tested. The model posits that feelings of success mediate the relationship between work performance and job satisfaction. Previous research based on purely cognitive theoretical models has posited a direct relationship between performance and satisfaction, but typically has found no empirical relationship. The psychological success model posits that the relationships between performance and job attitudes are indirect and mediated by feelings of success. The results generally validate the model. Implications for theory and managerial practice are drawn and directions for future research incorporating affect into models of work behavior are suggested. (Reprinted by permission of the publisher.)

Psychological aspects, Quality of work life, Achievement motivation

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The sales manager as a role model: effects on trust, job satisfaction, and performance of salespeople

Article Abstract:

This study develops a conceptual framework that relates role-modeling behavior of sales managers to a set of key outcome variables and assesses the validity of the framework using a cross-sectional sample of salespeople and sales managers drawn from a variety of business-to-business sales organizations. Findings indicate that salespeople's perceptions of their managers' role-modeling behavior relate positively to trust, to both job satisfaction and overall performance of salespeople. The study provides empirical validity for practitioner suggestions that sales managers should lead by example, and thus should provided a model fo the behavior managers desire their salespeople to enact. (Reprinted by permission of the publisher.)

Practice, Sales management, Sales managers

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The consumer quest for authenticity: the multiplicity of meanings within the MG subculture of consumption

Article Abstract:

Study of consumer subcultures in order to understand importance of brand authenticity as subcultural capital is presented. Establishment of brand communities based on brand heritage and existential authenticity of brands is described.

United States, Marketing procedures, Analysis, Marketing, Measurement, Brand choice, Company marketing practices, Brand identity, Brand equity

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