Determinants of sales manager job satisfaction. An analysis of Spanish industrial firms

Authors: Garrido, María José; Pérez, Pilar; Antón, Carmen

Source: International Journal of Human Resource Management, Volume 16, Number 10, Number 10/October 2005 , pp. 1934-1954(21)

Publisher: Routledge, part of the Taylor & Francis Group

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Abstract:

The objective of the current work is to analyse the determining factors of sales manager job satisfaction. In particular, we study the effect of various human resources management (HRM) practices – compensation, promotion, training and job design – on this satisfaction, using a model empirically tested on a sample of Spanish industrial firms. The results of the empirical analysis of the model, which uses data from a postal survey, indicate that human resources practices based on compensation – level and type – as well as on the job design – resources and autonomy – appear to be the fundamental determinants of sales manager job satisfaction. In the research we confirm that there is a growing need for firms to combine economic and non-economic incentives in order to satisfy their executives.

Keywords: Job satisfaction; sales manager; human resources management practices; Spanish industrial firms

Document Type: Research article

DOI: http://dx.doi.org/10.1080/09585190500298776

Publication date: 2005-10-01

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