A Desire for Success: Exploring the Roles of Personal and Job Resources in Determining the Outcomes of Salesperson Social Media Use

Document Type

Article

Publication Date

8-2023

Publication Source

Industrial Marketing Management

Abstract

Sales researchers have recognized the importance of salesperson social media use in enhancing job outcomes. However, research that considers the influence of salesperson personal factors and the individual's work environment on the impact of social media use on such outcomes (i.e., job satisfaction and salesperson performance) remains neglected in the literature. Leveraging Job-Demand Resource (JD-R) theory, we develop a model that introduces linkages between salesperson social media use, task adaptivity, technology self-efficacy, manager trust, job autonomy, job satisfaction, and salesperson performance. Utilizing a sample of 214 business-to-business salespeople, we find that salesperson social media use positively influences job satisfaction, which ultimately affects salesperson performance. Interestingly, while we find that technology self-efficacy strengthens the relationship between salesperson social media use and job satisfaction, task adaptivity negatively moderates this relationship. Lastly, we show that organizational variable such as manager trust strengthens the relationship between salesperson social media use and job satisfaction. Implications for researchers and managers are discussed.

Inclusive pages

202-214

ISBN/ISSN

Online ISSN: 1873-2062; Print ISSN: 0019-8501

Publisher

Elsevier

Volume

113

Peer Reviewed

yes

Keywords

Salesperson social media use, Technology self-efficacy, Task adaptivity, Job autonomy, Manager trust, Job satisfaction

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