Do feelings of success mediate sales performance-work attitude relationships?
Steven P. Brown Ph.D., William L. Cron D.B.A., Thomas W. Leigh D.B.A.
Journal of the Academy of Marketing Science · 1993 · Volume 21 · Issue 2
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.
Keywords
Organizational Commitment, Sales Management, Work Satisfaction, Personal Selling, Career Stage
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