Impact of Religiosity and Culture on Salesperson Job Satisfaction and Performance

Abstract

This research is a multinational study of the effect of religiosity on salespeople’s attitudes about their jobs, even after controlling for cross-cultural differences and the particular management practices in their sales organizations. We theorize moderator effects between religiosity and the salespeople’s traits and attitudes, as well as interactive effects between organizational factors and the cultures in which the firms are embedded. We test the effects of these joint culture and religiosity influences on multiple facets of job satisfaction and find support for our hypotheses. We also demonstrate financial consequences for both individual salespeople and their sales organizations. We test these effects in a survey of salespeople working in 38 countries operating in diverse industries.

Keywords: business performance, cross-cultural management, job satisfaction, religion, sales force management