A Multi-component View of Procedural Justice: Effects on Satisfaction and Performance

Informações

Código: MKT2714
Divisão: MKT - Marketing
Tema de Interesse: MKT-D - Marketing em Contextos Específicos

Autores

Thomas G. Brashear

Resumo

Previous studies suggested that perceptions of procedural justice can enhance salesperson jobsatisfaction and performance. However, limited research has outlined the impact of salesforceprocedural justice perceptions on salesforce performance. In this study, we present a theoreticalmodel that examines the effect of five procedural justice components (decision influence, managerknowledgeability, explanation, positive feedback, and standing) on salesperson satisfaction and jobperformance. We tested the model with a sample of B2B salespeople and the results highlight theimportance of employing a multi-component model of procedural justice for understanding andenhancing salesperson job satisfaction and performance. The mediating affects of satisfaction aresupported. The results of the study have important managerial and theoretical implications.

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