Workplace Isolation, Salesperson Commitment, and Job Performance

Abstract

Workplace isolation has been recognized as a critical issue facing salespeople in field offices. Studies have recognized that field salespeople are physically and psychologically isolated, but there is little empirical research on the effects of perceived isolation on important job outcomes. One important issue that has yet to be considered is the effect of workplace isolation on trust in supervisors and coworkers. The current study uses a sample of pharmaceutical salespeople to replicate previous results pertaining to workplace isolation effects and to test an integrated model of workplace isolation, salesperson satisfaction, trust, organizational commitment, and overall job performance. The results reveal that perceptions of workplace isolation negatively affect trust in supervisors and coworkers and that the relationship between trust (in supervisors and coworkers) and organizational commitment is mediated by satisfaction with supervisors and coworkers. Further, the findings confirm previous research that indicates that organizational commitment is positively related to salesperson job performance.

Additional information

Notes on contributors

Jay Prakash Mulki

Jay Prakash Mulki (Ph.D., University of South Florida), Assistant Professor, Marketing Group, College of Business Administration, Northeastern University, MA, [email protected].

William B. Locander

William B. Locander (Ph.D., University of Illinois), Davis Chair and Director of Davis Leadership Center, Jacksonville University, FL, [email protected].

Greg W. Marshall

Greg W. Marshall (Ph.D., Oklahoma State University), Charles Harwood Professor of Marketing and Strategy, Crummer Graduate School of Business, Rollins College, FL, [email protected].

Eric G. Harris

Eric G. Harris (Ph.D., Oklahoma State University), Chairperson, Department of Management and Marketing, Kelce College of Business, Pittsburg State University, KS, [email protected].

James Hensel

James Hensel (Ph.D., Ohio State University), Associate Professor, Marketing Department, University of South Florida, [email protected].