Title

Psychological Climate: Relevance for Sales Managers and Impact on Consequent Job Satisfaction

Document Type

Article

Publication Date

12-15-2015

Publication Title

Journal of Marketing Theory and Practice

DOI

https://doi.org/10.1080/10696679.1998.11501786

ISSN

1944-7175

Abstract

This article examines the relationship between sales managers’ perceptions of the psychological climate of the organization and their overall job satisfaction. The study was conducted through a questionnaire mailed to a nationwide sample of sales managers in a variety of industries. The study found that sales managers who perceive high levels of autonomy and cohesion in the psychological climate of their companies have high levels of job satisfaction. Perceived pressure is negatively related to overall job satisfaction. The results suggest that companies need to ensure that the sales managers’ perceptions of the psychological climate of the firm are positive in order to ensure sales manager job satisfaction.

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