Job satisfaction of sales people: A covariance structure analysis of the motivational process.

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  • Adachi Tomoko
    Department of Psychology, Faculty of Education, Waseda University

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  • セールス職者の職務満足感　　共分散構造分析を用いた因果モデルの検討
  • セールスショクシャ ノ ショクム マンゾクカン キョウブンサン コウゾウ ブン
  • A covariance structure analysis of the motivational process
  • 共分散構造分析を用いた因果モデルの検討

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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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