Indsales Model: A Facet-Level Job Satisfaction Model among Salespeople

Abstract

While a debate exists with regard to the measurement of job satisfaction as a global or multifaceted construct, research has yet to understand how the facets of job satisfaction behave in a developmental process. Using the INDSALES satisfaction scale, this research theoretically develops and empirically tests a multifaceted job satisfaction model using a sample of 226 business-to-business sales representatives. The results demonstrate the linkages among different elements of satisfaction and illustrate the interdependencies inherent to job satisfaction facets. Drawing from expectancy theory and the established relationships among satisfaction facets, sales organizations should focus their efforts on increasing salesperson satisfaction with policy and support and properly aligning salesperson expectations.