Interorganization Role-Set Relations and the Performance and Satisfaction of Industrial Salesmen

In this study*, the outside salesman was viewed as engaging in power, authority, and status interactions to coordinate an exchange relationship and these relationships were seen as determining his performance and satisfaction. Linear discriminant functions were developed, one for performance and one for satisfaction. Findings from a survey of ninety-one outside salesmen showed that high and low performance and satisfaction were significantly different from each other along dimensions of power, authority, and status, as determined by the discriminant function. Two distinct discriminant functions for performance and satisfaction emerged.