Sales Role Enrichment: Applying the Job Characteristics Model to New Zealand Salespeople

Liddell, Christopher John

Sales Role Enrichment: Applying the Job Characteristics Model to New Zealand Salespeople

dc.contributor.advisor	O’Driscoll, Michael P.
dc.contributor.advisor	Cable, Donald Alfred James
dc.contributor.author	Liddell, Christopher John
dc.date.accessioned	2013-08-29T20:35:45Z
dc.date.available	2013-08-29T20:35:45Z
dc.date.issued	2013
dc.date.updated	2013-02-25T22:10:24Z
dc.description.abstract	This study examined sales roles and salespeople in New Zealand through the lens of the Job Characteristics Model (JCM). Specifically, the direct relationships between role enrichment characteristics, psychological states, and job satisfaction were examined as well as the moderation effects of growth need strength (GNS), locus of control (LOC) and openness to experience (OTE) within these relationships. One hundred and ninety-nine salespeople completed an online survey which asked them to provide information about their role and personality. Respondents came from a number of industries, with real estate, fashion and electronics featuring most prominently. Following reliability analysis and factor analysis, correlation analyses were conducted to ascertain the direct relationships between role enrichment, critical psychological states and job satisfaction. Moderation analysis was conducted to provide information about the effects of GNS, LOC and OTE. The results provided support for the all the hypothesised direct relationships in the JCM, with all relationships found to be significant and positive. The findings confirmed that role enrichment, critical psychological states, and job satisfaction are positively interrelated for New Zealand salespeople. The results also suggested that the JCM has a high level of applicability within a New Zealand sales context. The results were less supportive of the proposed moderation hypotheses, with moderation only observed in three of twenty-four analyses. LOC moderated the relationship between skill variety and experienced meaningfulness, as well as between feedback and knowledge of results. GNS moderated the relationship between experienced meaningfulness and job satisfaction. No moderation effects were observed for OTE. The findings of this study indicate that role enrichment is an important consideration in designing sales roles from which New Zealand sales professionals can derive high levels of job satisfaction. Though causation cannot be inferred from the results of this study, there appeared to be reasonable support for the notion that enriched roles enhance the psychological states of salespeople, which in turn increases their job satisfaction. In particular, this appeared to be an appropriate consideration for individuals with high growth need strength levels and an internal LOC. Thus, it is suggested that employers of salespeople endeavour to provide enrichment to their salespeople, as well as seek to develop individuals with high GNS and internal LOC in roles where enrichment is introduced. Longitudinal research into the JCM within a New Zealand sales context is recommended to provide confirmatory information regarding the direction of causality between role enrichment characteristics, critical psychological states and job satisfaction. Further investigation of specific sales role types is also recommended in order to provide data that is applicable to specific industries or role types. Further research into role enrichment dimensions may also be warranted in order to ascertain whether the distinctions between role dimensions outlined in the JCM are appropriate within a New Zealand sales context.
dc.format.mimetype	application/pdf
dc.identifier.citation	Liddell, C. J. (2013). Sales Role Enrichment: Applying the Job Characteristics Model to New Zealand Salespeople (Thesis, Master of Applied Psychology (MAppPsy)). University of Waikato, Hamilton, New Zealand. Retrieved from https://hdl.handle.net/10289/7917	en
dc.identifier.uri	https://hdl.handle.net/10289/7917
dc.language.iso	en
dc.publisher	University of Waikato
dc.rights	All items in Research Commons are provided for private study and research purposes and are protected by copyright with all rights reserved unless otherwise indicated.
dc.subject	Job Characteristics Model
dc.subject	Salespeople
dc.title	Sales Role Enrichment: Applying the Job Characteristics Model to New Zealand Salespeople
dc.type	Thesis
pubs.place-of-publication	Hamilton, New Zealand	en_NZ
thesis.degree.grantor	University of Waikato
thesis.degree.level	Masters
thesis.degree.name	Master of Applied Psychology (MAppPsy)