Impact of Religiosity and Culture on Salesperson Job Satisfaction and Performance

Onyemah, Vincent, Dominique Rouziès, and Dawn Iacobucci (2018), “Impact of Religiosity and Culture on Salesperson Job Satisfaction and Performance,” International Journal of Cross Cultural Management, 18 (2), 191-219.

42 Pages Posted: 29 Jul 2019

See all articles by Vincent Onyemah

Vincent Onyemah

Babson College - Marketing Division

Dominique Rouzies

HEC Paris

Dawn Iacobucci

Vanderbilt University - Marketing; Vanderbilt University - Marketing

Date Written: 2018

Abstract

This research is a multinational study of the effect of religiosity on salespeople’s attitudes about their jobs, even after controlling for cross-cultural differences and the particular management practices in their sales organizations. We theorize moderator effects between religiosity and the salespeople’s traits and attitudes, as well as interactive effects between organizational factors and the cultures in which the firms are embedded. We test the effects of these joint culture and religiosity influences on multiple facets of job satisfaction and find support for our hypotheses. We also demonstrate financial consequences for both individual salespeople and their sales organizations. We test these effects in a survey of salespeople working in 38 countries operating in diverse industries.

Keywords: business performance, cross-cultural management, job satisfaction, religion, sales force management

Suggested Citation

Onyemah, Vincent and Rouzies, Dominique and Iacobucci, Dawn and Iacobucci, Dawn, Impact of Religiosity and Culture on Salesperson Job Satisfaction and Performance (2018). Onyemah, Vincent, Dominique Rouziès, and Dawn Iacobucci (2018), “Impact of Religiosity and Culture on Salesperson Job Satisfaction and Performance,” International Journal of Cross Cultural Management, 18 (2), 191-219., Available at SSRN: https://ssrn.com/abstract=3425993 or http://dx.doi.org/10.2139/ssrn.3425993

Vincent Onyemah

Babson College - Marketing Division ( email )

Babson Park, MA 02157
United States

Dominique Rouzies

HEC Paris ( email )

1 rue de la Liberation
Jouy-en-Josas Cedex, 78351
France

Dawn Iacobucci (Contact Author)

Vanderbilt University - Marketing ( email )

Nashville, TN 37203
United States

Vanderbilt University - Marketing ( email )

Nashville, TN 37203
United States

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