{"id":"https://openalex.org/W2013646331","doi":"https://doi.org/10.1108/03090569610123816","title":"The effects of environmental dynamism and heterogeneity on salespeople\u2019s role perceptions, performance and job satisfaction","display_name":"The effects of environmental dynamism and heterogeneity on salespeople\u2019s role perceptions, performance and job satisfaction","publication_year":1996,"publication_date":"1996-07-01","ids":{"openalex":"https://openalex.org/W2013646331","doi":"https://doi.org/10.1108/03090569610123816","mag":"2013646331"},"language":"en","primary_location":{"id":"doi:10.1108/03090569610123816","doi":"https://doi.org/10.1108/03090569610123816","is_oa":false,"landing_page_url":"https://doi.org/10.1108/03090569610123816","pdf_url":null,"source":{"id":"https://openalex.org/S89389284","display_name":"European Journal of Marketing","issn_l":"0309-0566","issn":["0309-0566","1758-7123"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"European Journal of Marketing","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5080824454","display_name":"Ravipreet S. Sohi","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I114395901","display_name":"University of Nebraska\u2013Lincoln","ror":"https://ror.org/043mer456","country_code":"US","type":"education","lineage":["https://openalex.org/I114395901"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Ravipreet S. Sohi","raw_affiliation_strings":["College of Business Administration. University of Nebraska, Lincoln, Nebraska, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"College of Business Administration. University of Nebraska, Lincoln, Nebraska, USA","institution_ids":["https://openalex.org/I114395901"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5080824454"],"corresponding_institution_ids":["https://openalex.org/I114395901"],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":61,"citation_normalized_percentile":{"value":0.29822503,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":99},"biblio":{"volume":"30","issue":"7","first_page":"49","last_page":"67"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.8041999936103821,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.8041999936103821,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.18799999356269836,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14309","display_name":"Employee Performance and Management","score":0.0017000000225380063,"subfield":{"id":"https://openalex.org/subfields/3307","display_name":"Human Factors and Ergonomics"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/environmental-dynamism","display_name":"environmental dynamism","score":0.9139999747276306},{"id":"https://openalex.org/keywords/environmental-heterogeneity","display_name":"environmental heterogeneity","score":0.996999979019165},{"id":"https://openalex.org/keywords/salespeople","display_name":"salespeople","score":0.9240000247955322},{"id":"https://openalex.org/keywords/role-conflict","display_name":"role conflict","score":0.8790000081062317},{"id":"https://openalex.org/keywords/role-ambiguity","display_name":"role ambiguity","score":1.0},{"id":"https://openalex.org/keywords/job-satisfaction","display_name":"job satisfaction","score":0.6990000009536743},{"id":"https://openalex.org/keywords/sales-performance","display_name":"sales performance","score":0.8119999766349792},{"id":"https://openalex.org/keywords/organizational-environment","display_name":"organizational context","score":0.4560000002384186},{"id":"https://openalex.org/keywords/sales-management","display_name":"sales management","score":0.39899998903274536}],"concepts":[{"id":"https://openalex.org/C2775836275","wikidata":"https://www.wikidata.org/wiki/Q3502310","display_name":"Dynamism","level":2,"score":0.988046407699585},{"id":"https://openalex.org/C2780522230","wikidata":"https://www.wikidata.org/wiki/Q1140419","display_name":"Ambiguity","level":2,"score":0.9063067436218262},{"id":"https://openalex.org/C56270706","wikidata":"https://www.wikidata.org/wiki/Q943496","display_name":"Role conflict","level":2,"score":0.6906750202178955},{"id":"https://openalex.org/C26760741","wikidata":"https://www.wikidata.org/wiki/Q160402","display_name":"Perception","level":2,"score":0.6823118925094604},{"id":"https://openalex.org/C2718322","wikidata":"https://www.wikidata.org/wiki/Q629463","display_name":"Job satisfaction","level":2,"score":0.6117797493934631},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5034636855125427},{"id":"https://openalex.org/C71104824","wikidata":"https://www.wikidata.org/wiki/Q1476639","display_name":"Structural equation modeling","level":2,"score":0.4270632266998291},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.40937644243240356},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.36808067560195923},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.3387710750102997},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.08097413182258606},{"id":"https://openalex.org/C119857082","wikidata":"https://www.wikidata.org/wiki/Q2539","display_name":"Machine learning","level":1,"score":0.0},{"id":"https://openalex.org/C169760540","wikidata":"https://www.wikidata.org/wiki/Q207011","display_name":"Neuroscience","level":1,"score":0.0},{"id":"https://openalex.org/C199360897","wikidata":"https://www.wikidata.org/wiki/Q9143","display_name":"Programming language","level":1,"score":0.0},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0},{"id":"https://openalex.org/C62520636","wikidata":"https://www.wikidata.org/wiki/Q944","display_name":"Quantum mechanics","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1108/03090569610123816","doi":"https://doi.org/10.1108/03090569610123816","is_oa":false,"landing_page_url":"https://doi.org/10.1108/03090569610123816","pdf_url":null,"source":{"id":"https://openalex.org/S89389284","display_name":"European Journal of Marketing","issn_l":"0309-0566","issn":["0309-0566","1758-7123"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"European Journal of Marketing","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[{"score":0.833299994468689,"display_name":"Decent work and economic growth","id":"https://metadata.un.org/sdg/8"}],"sustainable_development_goals_aurora":[{"score":0.6399999856948853,"display_name":"Decent work and economic growth","id":"https://metadata.un.org/sdg/8"}],"study_designs":[{"display_name":"Observational Study","id":"https://openalex.org/study-designs/observational-study"}],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":76,"referenced_works":["https://openalex.org/W1485396564","https://openalex.org/W1555983296","https://openalex.org/W1639185104","https://openalex.org/W1678916964","https://openalex.org/W1971890064","https://openalex.org/W1978460812","https://openalex.org/W1989483008","https://openalex.org/W1995687919","https://openalex.org/W2010172811","https://openalex.org/W2012379505","https://openalex.org/W2018567862","https://openalex.org/W2019375211","https://openalex.org/W2019970984","https://openalex.org/W2030498487","https://openalex.org/W2039175838","https://openalex.org/W2040780635","https://openalex.org/W2042666893","https://openalex.org/W2047406664","https://openalex.org/W2056434135","https://openalex.org/W2058781083","https://openalex.org/W2061195393","https://openalex.org/W2064396124","https://openalex.org/W2064444255","https://openalex.org/W2066317895","https://openalex.org/W2066343366","https://openalex.org/W2068480333","https://openalex.org/W2068805170","https://openalex.org/W2071692078","https://openalex.org/W2072870527","https://openalex.org/W2078913666","https://openalex.org/W2079158106","https://openalex.org/W2082751831","https://openalex.org/W2083587796","https://openalex.org/W2088073684","https://openalex.org/W2088312936","https://openalex.org/W2098724756","https://openalex.org/W2125122644","https://openalex.org/W2135374241","https://openalex.org/W2137247419","https://openalex.org/W2139981886","https://openalex.org/W2143698574","https://openalex.org/W2154700690","https://openalex.org/W2154804684","https://openalex.org/W2312227375","https://openalex.org/W2312288734","https://openalex.org/W2312862906","https://openalex.org/W2313654930","https://openalex.org/W2315177398","https://openalex.org/W2315437861","https://openalex.org/W2317055807","https://openalex.org/W2317808736","https://openalex.org/W2317838338","https://openalex.org/W2318127665","https://openalex.org/W2318825096","https://openalex.org/W2320741908","https://openalex.org/W2321522090","https://openalex.org/W2322259141","https://openalex.org/W2322423279","https://openalex.org/W2324161691","https://openalex.org/W2328780728","https://openalex.org/W2331390870","https://openalex.org/W2335565973","https://openalex.org/W2735984046","https://openalex.org/W2769911796","https://openalex.org/W2978908610","https://openalex.org/W3023039553","https://openalex.org/W4230936368","https://openalex.org/W4232273180","https://openalex.org/W4240118367","https://openalex.org/W4243475036","https://openalex.org/W4243667233","https://openalex.org/W4244152148","https://openalex.org/W4244862599","https://openalex.org/W4244949193","https://openalex.org/W4252118620","https://openalex.org/W4285719527"],"related_works":["https://openalex.org/W6990785987","https://openalex.org/W2181932653","https://openalex.org/W2318127665","https://openalex.org/W2185440292","https://openalex.org/W1950771588","https://openalex.org/W2125122644","https://openalex.org/W4235894621","https://openalex.org/W2030691143","https://openalex.org/W2153645683","https://openalex.org/W2322259141"],"abstract_inverted_index":{"Develops":[0],"a":[1,70],"structural":[2],"equations":[3],"model":[4,25],"which":[5],"examines":[6],"the":[7],"effects":[8],"of":[9],"environmental":[10,43,57],"dynamism":[11,44],"and":[12,21,39,47,49,53,62],"heterogeneity":[13,58],"on":[14,73],"salespeople\u2019s":[15],"role":[16,18,51,64,74],"conflict,":[17,65],"ambiguity,":[19],"performance":[20,61],"job":[22],"satisfaction.":[23],"The":[24],"is":[26],"tested":[27],"with":[28],"EQS,":[29],"using":[30],"data":[31],"collected":[32],"from":[33],"230":[34],"salespeople":[35],"in":[36],"multiple":[37],"companies":[38],"industries.":[40],"Indicates":[41],"that":[42,56],"reduces":[45,60],"satisfaction":[46],"performance,":[48],"increases":[50,63],"conflict":[52],"ambiguity.":[54,75],"Notes":[55],"also":[59],"but":[66],"does":[67],"not":[68],"have":[69],"significant":[71],"effect":[72]},"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2025,"cited_by_count":1},{"year":2024,"cited_by_count":3},{"year":2023,"cited_by_count":3},{"year":2022,"cited_by_count":1},{"year":2021,"cited_by_count":2},{"year":2020,"cited_by_count":2},{"year":2019,"cited_by_count":2},{"year":2018,"cited_by_count":3},{"year":2017,"cited_by_count":2},{"year":2016,"cited_by_count":2},{"year":2015,"cited_by_count":6},{"year":2014,"cited_by_count":2},{"year":2013,"cited_by_count":6}],"updated_date":"2026-10-30T12:39:25.321706","created_date":"2016-06-24T00:00:00"}