Please use this identifier to cite or link to this item: http://scholarbank.nus.edu.sg/handle/10635/45148
Title: The influence of task characteristics and job-related characteristics on retail salesperson selling orientation
Authors: Lau, G.T. 
Huang, S.B.
Issue Date: 1999
Source: Lau, G.T.,Huang, S.B. (1999). The influence of task characteristics and job-related characteristics on retail salesperson selling orientation. Journal of Retailing and Consumer Services 6 (3) : 147-156. ScholarBank@NUS Repository.
Abstract: This study examines the influence of task characteristics and job-related characteristics on the level of customer orientation exhibited by retail salespeople. The task characteristics examined are task variety, task autonomy, task identity and feedback. The job-related characteristics included in the study are job satisfaction, work motivation, organizational commitment, job involvement, role conflict, and supervisor-employee relationship. A survey using a self-administered close-ended questionnaire was conducted on retail salespeople from five major retailers in Singapore. Pearson correlation analysis revealed that the above factors, with the exception of role conflict, have significant influence on the customer orientation of retail salespeople. The six most important predictors of the customer orientation of retail salespeople identified by multiple regression analysis were task identity, organizational commitment, autonomy, education level, job satisfaction, and supervisor-employee relationship. © 1999 Elsevier Science Ltd. All rights reserved.
Source Title: Journal of Retailing and Consumer Services
URI: http://scholarbank.nus.edu.sg/handle/10635/45148
ISSN: 09696989
Appears in Collections:Staff Publications

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