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Full-time vs. Part-time salespeople Thomas R Wotruba

Full-time vs. Part-time salespeople Thomas R Wotruba. A comparison on job satisfaction, performance, and turnover in direct selling. Jialin & Kewrin. Estimated 2004 U.S. Salespeople13.6 Million. Direct selling sales force US. Direct selling sales force US.

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Full-time vs. Part-time salespeople Thomas R Wotruba

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  1. Full-time vs. Part-time salespeopleThomas R Wotruba A comparison on job satisfaction, performance, and turnover in direct selling Jialin & Kewrin

  2. Estimated 2004 U.S. Salespeople13.6 Million

  3. Direct selling sales force US

  4. Direct selling sales force US

  5. Benefits and problems of part-time employment

  6. Benefits and problems of part-time employment

  7. Research issue • Job satisfaction • Performance • Turnover

  8. Comparison part-timers and full-timers on job satisfaction, performance, and turnover

  9. Comparison part-timers and full-timers on job satisfaction, performance, and turnover

  10. The study Four direct selling companies in the US -Mary Kay Cosmetics -Saladmaster -United Consumers -Tupperware

  11. The study • 1600 respondents • 491 people responded • 32% had quit • 29% full-time 71%part-time • 85% female

  12. The study Variables • Job satisfaction -ten items from the job satisfaction subscales of the job diagnostic survey that is developed by Hackman & Oldham -Seven point rating scales -Covered job aspect : feelings of worthwhile accomplishment, job security, earnings, personal growth, challenging work, freedom of action and desirable social interactions with peers and co-workers.

  13. The study Variable • Performance, was measured by calculating earnings per hour based on 2 separate questionnaire answers -Involved dollar earnings per hour since starting the selling job -Measure of time worked, including number of weeks on the job and number of hours worked per week

  14. The study Variable • Turnover, was measured using a single scale incorporating that both quitting and intentions to quit • Other outsideselling employment

  15. The analysis & result Three outside employment categories: • None • Part-time • Full-time This could be paired with part time or full time status in direct selling

  16. The analysis & result

  17. The analysis & result • H1= job satisfaction will be greater for part-time salespeople than for full- time salespeople • H3= Performance will be better for part time salespeople than for full time salespeople • H5= Turnover will be lower for part time salespeople than for full time salespeople

  18. H1= Job satisfaction will be greater for part time salespeople than for full time salespeople

  19. H3= Performance will be better for part time salespeople than for full time salespeople

  20. H5= Turnover will be lower for part time salespeople than for full time salespeople

  21. The analysis & result • H2= Job satisfaction will be greatest for those part time salespeople who do not have other outside employment and will be lower as the extent of other outside employment increases • H4= Performance will be better for those part time salespeople who do not have other outside employment and will be lower as the extent of other outside employment increase • H6= Turnover will be lower for those part time salespeople who do not have other outside employment and will increase as the extent of other outside employment increases

  22. H2= Job satisfaction will be greatest for those part time salespeople who do not have other outside employment and will be lower as the extent of other outside employment increases

  23. H4= Performance will be better for those part time salespeople who do not have other outside employment and will be lower as the extent of other outside employment increase

  24. H6= Turnover will be lower for those part time salespeople who do not have other outside employment and will increase as the extent of other outside employment increases

  25. The findings • Correspond with Eberhart and Shania • Support the arguments Still

  26. The analysis & result • Job satisfaction from the part timers are higher than that from full timers - Involvement in the organizational functioning - Initial expectations

  27. The analysis & result • Performance of part timers are large then full timers especially part time sell people with another job - Priority for pay

  28. The analysis & result • Turnover • It is closely parallel to the results of job satisfaction • There is a higher turnover by part timers or the full timers with other employment

  29. Limitations • The unequal cell sizes • Different operationalization of the variables • Other outside selling

  30. Conclusion • Part time show greater job satisfaction, lower turnover and greater productivity in terms of earnings per hour • Part timers might be more effective in recruiting additional sales personnel >>The downside: -Part timers communication and training cost per sales dollar -Possibly declining productivity gains

  31. Thank You Kewrin Tongtawat & Jia-Lin Chi

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