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JOURNAL OF MANAGEMENT POLICY AND PRACTICE
Do Gender and Length of Employment Impact the Relationship Between Psychological Climate and Subjective Salesperson Performance?
Author(s): Craig A. Martin, Alan J. Bush
Citation: Craig A. Martin, Alan J. Bush, (2020) "Do Gender and Length of Employment Impact the Relationship Between Psychological Climate and Subjective Salesperson Performance?," Journal of Management Policy and Practice, Vol. 21, Iss. 5, pp. 28-38
Article Type: Research paper
Publisher: North American Business Press
Abstract:
This study examines the impact of gender, employment length, and six dimensions of psychological climate on subjective salesperson performance. Data from 112 female and 201 male salespeople was analyzed. Results show subjective salesperson performance is significantly influenced by distinct psychological climate sub-dimensions, specifically when salespeople are separated based on employment length and gender. Subjective salesperson performance of females (2 years experience or less) is significantly influenced by cohesion. Subjective salesperson performance of males (2 years experience or less) is significantly influenced by innovation. Subjective salesperson performance of males (greater than 2 years experience) is significantly influenced by recognition and autonomy.
