The Japanese Journal of Psychology
Online ISSN : 1884-1082
Print ISSN : 0021-5236
ISSN-L : 0021-5236
Job satisfaction of sales people
A covariance structure analysis of the motivational process
Tomoko Adachi
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JOURNAL FREE ACCESS

1998 Volume 69 Issue 3 Pages 223-228

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Abstract

The purpose of this study was to investigate the relationship among job satisfaction, job involvement, and work motivation. Two hundred thirty-nine sales people completed a questionnaire of job satisfaction (pay, interpersonal relationship, work environment, and job content), job involvement, and work motivation. The data were analyzed with covariance structure analysis, and the model, which was constructed beforehand, fitted well with relatively high GFI and AGFI. Results of the analysis showed that job satisfaction, in terms of pay and interpersonal relationship, influenced job content satisfaction, which in turn indirectly influenced work motivation, mediated through job involvement. In addition, the data indicated that satisfaction with customer relationship was strongly related to job content satisfaction in the sample of sales people.

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© The Japanese Psychological Association
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