Organizational Determinants of the Industrial Salesman's Role Conflict and Ambiguity

Orville C. Walker · Gilbert A. Churchill · Neil M. Ford

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Job Satisfaction and Organizational Behavior Management and Organizational Studies Employee Performance and Motivation

Abstract

Orville C. Walker, Jr., Gilbert A. Churchill, Jr., Neil M. Ford, Organizational Determinants of the Industrial Salesman's Role Conflict and Ambiguity, Journal of Marketing, Vol. 39, No. 1 (Jan., 1975), pp. 32-39

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1989Consumer Perceptions of Interpersonal Equity and Satisfaction in Transactions: A Field Survey Approach 1985A meta-analysis and conceptual critique of research on role ambiguity and role conflict in work settings 2001Transformational and Transactional Leadership and Salesperson Performance 1984A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons 1983A meta-analysis of the correlates of role conflict and ambiguity.1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research 1981Role Conflict and Role Ambiguity: Integration of the Literature and Directions for Future Research 1990Analysis of role conflict and role ambiguity in a structural equations framework.

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