Sources of Job Related Ambiguity and Their Consequences Upon Salespersons' Job Satisfaction and Performance
构建了一个概念模型，探讨四种工作相关模糊性来源和两种个体差异变量（控制点和清晰度需求）如何影响销售人员的工作满意度和绩效，发现家庭期望模糊性正向影响绩效，而销售经理和客户期望模糊性负向影响绩效。
This study presents a conceptual model relating four sources of job related ambiguity and two individual difference variables (locus of control and need for clarity) to salesperson job satisfaction and job performance. Previous research related to the model is briefly reviewed. Then, drawing data from a multicompany sample of industrial salespersons and their managers, behavioral research methods are used to clarify the nature and strength of the relationships in the model. The analysis reveals that ambiguity concerning family expectations is positively related to performance, but ambiguity regarding sales manager and customer expectations is negatively related to performance. Lower levels of satisfaction are explained primarly by ambiguous managerial expectations. The individual difference variables are shown to be related to job outcomes even after adjusting for different levels of perceived ambiguity. The individual difference variables, however, do not moderate the relationships between sources of ambiguity and job outcomes.