A Path Analysis of Causes and Consequences of Salespeople's Perceptions of Role Clarity

Path analysis is used to examine the relationships among the salesperson's perceptions of performance feedback, participation, role clarity, and job satisfaction. The results of the study indicate that performance feedback and participation in decision making are both positively related to role clarity. In addition, performance feedback is related primarily to lower order need fulfillment whereas participation and role clarity are related primarily to higher order need fulfillment.