Organizational Climate and Job Satisfaction in the Salesforce

Abstract

This report concerns the impact of several organizational climate variables on the job satisfaction of a cross-section of industrial salesmen. To gain greater insight into how climate affects salemen's feelings about their jobs, the relationships between each climate variable and each of seven components of job satisfaction also are examined. Finally, the managerial implications of the findings are explored, and actions that might lead to improvements in salesforce morale are discussed.