Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach

Abstract

Inconsistencies in perceptions between salespeople and sales managers have the potential for adverse effects on salesperson job-related outcomes. This study investigates the extent to which the direction and absolute size of these differences influence salesperson job-related outcomes. The results indicate salesperson-sales manager perceptions regarding job characteristics differ and that these differences are related to salesperson role ambiguity, job satisfaction, qualitative and quantitative performance and commitment. Managerial and research implications are advanced.

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