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SATIŞ ELEMANLARININ MÜŞTERİ YÖNELİMİ İLE İŞ TATMİNİ, ÖRGÜTSEL BAĞLILIĞI VE DEMOGRAFİK ÖZELLİKLERİ ARASINDAKİ İLİŞKİNİN BELİRLENMESİNE YÖNELİK BİR ARAŞTIRMA

Year 2008, , 119 - 125, 10.01.2008
https://doi.org/10.14783/maruoneri.680673

Abstract

Dinamik pazarlama çevresi faktörlerine uyum sağlamak için işletmeler pazarlama anlayışını uygulamak durumundadırlar. Çünkü uyum sağlayamayan işletmeler rekabet ortamında varlıklarını devam ettiremezler. İşletmelerin satış elemanları, onların pazarlama anlayışını uygulama durumda olan ve müşterileri ile sıcak temasta bulunan hayati bir görevi yerine getirmektedirler. Dolayısıyla satış elemanlarının müşteri yönelimli yaklaşımı benimsemiş olmaları işletmeler açısından önemlidir. Çalışmada, satış elemanlarının iş tatmini, örgütsel bağlılığı müşteri yönelimliği yaklaşımları İncelenmektedir. Makina halısı sektöründe çalışan ve pazar lideri konumundaki firmaların satış elemanları araştırılmıştır. Araştırmanın bulgularına göre satış elemanlarının müşteri yönelimliği ile onların demografik özellikleri, iş tatmin düzeyleri ile örgütsel bağlılıkları arasında anlamlı bir ilişki bulunamamıştır.

References

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  • [2] Williams, M.R. (1998). The Influence of Salespersons' Customer Orientation on Buyer- Seller Relationshif Development. The Journal of Business & Industria, Marketing, 13(3), 271-287.
  • [3] Odom, RY.; Boxx, W.R. & Dunn, M.G. (1990) Organizational Cultures, Commitment, Satisfaciton anc Cohesion. Public Productivity and Management Review 14(2), 157-168.
  • [4] Weiss, H. (2002). Deconstructing job satisfaction: Separating evaluations, beliefs and affective experiences. Humarı Resources Management Review, 12(2), 173-194.
  • [5] Churchill, A.G.; Ford, N.M. & Walker, O.C. (1974). Measuring the Job Satisfaction of Industrial Salesmen. Journal of Marketing Research, 11 (3), 254-260.
  • [6] Parasuraman, A. & Futrell, C.M. (1983). Demographics, Job Satisfaction and Propensity to Leave of Industrial Salesmen. Journal of Business Research, 11(1), 33-48;
  • [7] Shipley, D.D. & Kiely, J.A. (1986). Industrial Sales Force Motivation and Harzberg’s Dual Factor Theory: A UK Perspective. Journal of Personal Selling & Sales Management, 6(1), 9-16.
  • [8] Brown, S.P. & Peterson, R.A. (1994). The Effect of Effort on Sales Performance and Job Satisfaction. Journal of Marketing, 58(2), 70-80.
  • [9] Evans, R.K.; Gremler, D.D.; Schlacter, J.L. & Wolfe, W.G. (1995). The Impact of Salesperson Socialization on Organizational Commitment, Satisfaction, and Performance in a Professional Service Organization. Journal of Professional Services Marketing, 11(2), 139- 156.
  • [10] Cotton, J.L. & Tuttle, J.M. (1986). Employee Turnover: A Meta-Analysis and Review with Implications for Research. Academy of Management Review, 11(1), 55-70.
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  • [12] Mowday, T.R.; Steers, R.M. & Porter, L.W. (1979). The Measurement of Organizational Commitment. Journal of Vocational Behavior, 14(2), 224-247.
  • [13] Ingram, T.N. & Lee, K.S. (1990). Sales Force Commitment and Tumover. Industrial Marketing Management, 19(2), 149-159.
  • [14] Hunt, D.S. & Morgan, R.M. (1994). Organizational Commitment: One of Many Commitments or Key Mediating Construct? The Academy of Management Journal, 37(6), 1568-1587.
  • [15] Al-Ajmi, R. (2006). The Effect of Gender on Job Satisfaction and Organizational Commitment in Kuwait. International Journal of Management, 23(4), 838-844.
  • [16] Ashman, I. (2007). An Investigation of the British Organizational Commitment Scale. Management Research Mews, 30(1), 5-24.
  • [17] Bashavv, R.E. & Grant, E.S. (1994). Exploring the Distinctive Nature of Work Commitments: Their Relationships with Personal Characteristics, Job Performance, and Propensity to Leave. Journal of Personal Selling & Sales Management, 14(2), 41-56.
  • [18] Dubinsky, A.J. & Staples, W.A. (1981). Are Industrial Sales People Buyer Oriented? Journal of Purchasing and Material Management, 17(3), 12-19.
  • [19] Saxe, R. & Weitz, B.A. (1982). The SOCO Scale: A Measure of the Customer Orientation of Salespeople. Journal of Marketing Research, 19(3), 343-351.
  • [20] Goff, B.G.; Boles, J.S.; Bellenger, D.N. & Stojack, C. (1997). The Influence Of Salesperson Selling Behaviors On Customer Satisfaction With Products, Journal of Retailing, 73(2), 171-83;
  • [21] Schultz, R.J. & Good, D.J. (2000). Impact of the Consideration of the Future Sales Consequences and Customer-Oriented Selling on Long-term Buyer-Seller Relationships. The Journal of Business & Industrial Marketing, 15(4), 200-215.
  • [22] Randall, D.M. (1988). Multiple Roles and Organizational Commitment. Journal of Organizational Behavior, 9(4), 309-317.
  • [23] Aviad, B.H. & Berman, G.S. (1992). The Dimensions of Organizational Commitment. Journal of Organizational Behavior, 13(4), 379-387.
  • [24] Mathieu, A.; Bruvold, N.T. Ritchey, P.N. (2000). Subcultural Research on Organizational Commitmet With the 15 OCQ Invariant Instrument. The Journal of Personal Selling and Sales Management, 20(3), 129-138.
  • [25] Jurn, N. (1978). Psychometric Theory. 2nd Ed. New York: McGravv Hill Book Company.
Year 2008, , 119 - 125, 10.01.2008
https://doi.org/10.14783/maruoneri.680673

Abstract

References

  • [1] Schvvepker, Jr.C.H. (2003). Customer-Oriented Selling: A Review, Extension, And Directions Future Research. Journal of Personal Selling & Sales Management, 23(2), 151-171.
  • [2] Williams, M.R. (1998). The Influence of Salespersons' Customer Orientation on Buyer- Seller Relationshif Development. The Journal of Business & Industria, Marketing, 13(3), 271-287.
  • [3] Odom, RY.; Boxx, W.R. & Dunn, M.G. (1990) Organizational Cultures, Commitment, Satisfaciton anc Cohesion. Public Productivity and Management Review 14(2), 157-168.
  • [4] Weiss, H. (2002). Deconstructing job satisfaction: Separating evaluations, beliefs and affective experiences. Humarı Resources Management Review, 12(2), 173-194.
  • [5] Churchill, A.G.; Ford, N.M. & Walker, O.C. (1974). Measuring the Job Satisfaction of Industrial Salesmen. Journal of Marketing Research, 11 (3), 254-260.
  • [6] Parasuraman, A. & Futrell, C.M. (1983). Demographics, Job Satisfaction and Propensity to Leave of Industrial Salesmen. Journal of Business Research, 11(1), 33-48;
  • [7] Shipley, D.D. & Kiely, J.A. (1986). Industrial Sales Force Motivation and Harzberg’s Dual Factor Theory: A UK Perspective. Journal of Personal Selling & Sales Management, 6(1), 9-16.
  • [8] Brown, S.P. & Peterson, R.A. (1994). The Effect of Effort on Sales Performance and Job Satisfaction. Journal of Marketing, 58(2), 70-80.
  • [9] Evans, R.K.; Gremler, D.D.; Schlacter, J.L. & Wolfe, W.G. (1995). The Impact of Salesperson Socialization on Organizational Commitment, Satisfaction, and Performance in a Professional Service Organization. Journal of Professional Services Marketing, 11(2), 139- 156.
  • [10] Cotton, J.L. & Tuttle, J.M. (1986). Employee Turnover: A Meta-Analysis and Review with Implications for Research. Academy of Management Review, 11(1), 55-70.
  • [11] Harris, E.G.; Mowen, J.C. Brown, T.J. (2005). Re- Examining Salesperson Goal Orientations: Personality Influences, Customer Orientation, and Work Satisfaction. Journal of the Academy of Marketing Sciences, 33(1), 19- 35.
  • [12] Mowday, T.R.; Steers, R.M. & Porter, L.W. (1979). The Measurement of Organizational Commitment. Journal of Vocational Behavior, 14(2), 224-247.
  • [13] Ingram, T.N. & Lee, K.S. (1990). Sales Force Commitment and Tumover. Industrial Marketing Management, 19(2), 149-159.
  • [14] Hunt, D.S. & Morgan, R.M. (1994). Organizational Commitment: One of Many Commitments or Key Mediating Construct? The Academy of Management Journal, 37(6), 1568-1587.
  • [15] Al-Ajmi, R. (2006). The Effect of Gender on Job Satisfaction and Organizational Commitment in Kuwait. International Journal of Management, 23(4), 838-844.
  • [16] Ashman, I. (2007). An Investigation of the British Organizational Commitment Scale. Management Research Mews, 30(1), 5-24.
  • [17] Bashavv, R.E. & Grant, E.S. (1994). Exploring the Distinctive Nature of Work Commitments: Their Relationships with Personal Characteristics, Job Performance, and Propensity to Leave. Journal of Personal Selling & Sales Management, 14(2), 41-56.
  • [18] Dubinsky, A.J. & Staples, W.A. (1981). Are Industrial Sales People Buyer Oriented? Journal of Purchasing and Material Management, 17(3), 12-19.
  • [19] Saxe, R. & Weitz, B.A. (1982). The SOCO Scale: A Measure of the Customer Orientation of Salespeople. Journal of Marketing Research, 19(3), 343-351.
  • [20] Goff, B.G.; Boles, J.S.; Bellenger, D.N. & Stojack, C. (1997). The Influence Of Salesperson Selling Behaviors On Customer Satisfaction With Products, Journal of Retailing, 73(2), 171-83;
  • [21] Schultz, R.J. & Good, D.J. (2000). Impact of the Consideration of the Future Sales Consequences and Customer-Oriented Selling on Long-term Buyer-Seller Relationships. The Journal of Business & Industrial Marketing, 15(4), 200-215.
  • [22] Randall, D.M. (1988). Multiple Roles and Organizational Commitment. Journal of Organizational Behavior, 9(4), 309-317.
  • [23] Aviad, B.H. & Berman, G.S. (1992). The Dimensions of Organizational Commitment. Journal of Organizational Behavior, 13(4), 379-387.
  • [24] Mathieu, A.; Bruvold, N.T. Ritchey, P.N. (2000). Subcultural Research on Organizational Commitmet With the 15 OCQ Invariant Instrument. The Journal of Personal Selling and Sales Management, 20(3), 129-138.
  • [25] Jurn, N. (1978). Psychometric Theory. 2nd Ed. New York: McGravv Hill Book Company.
There are 25 citations in total.

Details

Primary Language Turkish
Journal Section Eski Sayılar
Authors

Gökhan Yolaç This is me

Publication Date January 10, 2008
Published in Issue Year 2008

Cite

APA Yolaç, G. (2008). SATIŞ ELEMANLARININ MÜŞTERİ YÖNELİMİ İLE İŞ TATMİNİ, ÖRGÜTSEL BAĞLILIĞI VE DEMOGRAFİK ÖZELLİKLERİ ARASINDAKİ İLİŞKİNİN BELİRLENMESİNE YÖNELİK BİR ARAŞTIRMA. Öneri Dergisi, 8(29), 119-125. https://doi.org/10.14783/maruoneri.680673

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