ABSTRACT
This chapter focuses on one of the key elements in the model: the salesperson's role perceptions. It examines one of the key elements of the model, a salesperson's role perceptions. The role perceptions component of the model has three dimensions: role accuracy, perceived role conflict, and perceived role ambiguity. Intrinsic satisfaction is related to the intrinsic rewards the salesperson obtains from the job, such as satisfaction with the work itself and with the opportunities it provides for personal growth and accomplishment. Ambiguity, therefore, reduces the ability to obtain intrinsic rewards and satisfactions from the job. The available sales management literature seems to suggest a salesperson's job satisfaction is directly related to performance on the job and that conflict and ambiguity are negatively related to sales performance. In addition, the chapter examines the critical component of the model, the salesperson's role perceptions.
