Skip to main content
Log in

Examining product managers’ job satisfaction and performance using selected organizational behavior variables

  • Published:
Journal of the Academy of Marketing Science Aims and scope Submit manuscript

Abstract

The product management form of organization has been around for quite a while; yet little empirical research has been done on product managers. This article reports a study of product managers and some organizational behavior factors which contribute to their job satisfaction and job performance. These factors include centralization of decision making, job structure, job scope, role ambiguity, and role conflict. Finally, several suggestions are made for creating an environment more conductive to having product managers who are satisfied with their jobs.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Similar content being viewed by others

References

  • Asher, Herbert B. 1976.Causal Modeling. Sage University Paper series on Quantitative Applications in the Social Sciences, 07-003. Beverly Hills and London: Sage Publications, Inc.

    Google Scholar 

  • Bagozzi, Richard P. 1980. “Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal and Situational Factors.”Journal of Marketing, 44 (Spring): 65–77.

    Article  Google Scholar 

  • — 1978. “Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors.”Journal of Marketing Research, 15 (November): 517–531.

    Article  Google Scholar 

  • Behman, Douglas N. and W.D. Perreault, Jr. 1984. “A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons.”Journal of Marketing, 48(4) (Fall): 9–21.

    Article  Google Scholar 

  • Berry, William B. Stanley Feldman. 1985.Multiple Regression in Practice. Sage University Paper series on Quantitative Applications in the Social Sciences, 07–050. Beverly Hills and London: Sage Publications, Inc.

    Google Scholar 

  • Buell, V.P. 1975. “The Changing Role of the Product Manager in Consumer Goods Companies.”Journal of Marketing, 39(3) (July):3–11.

    Article  Google Scholar 

  • Busch, Paul and Ronald F. Bush. 1978. “Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave.”Journal of Marketing Research, 15 (August): 438–448.

    Article  Google Scholar 

  • Carmines, Edward G. and Richard A. Zeller. 1979.Reliability and Validity Assessment. Sage University Paper series on Quantitative Applications in the Social Sciences, 07–025. Beverly Hills and London: Sage Publications.

    Google Scholar 

  • Churchill, Gilbert A., Neil M. Ford, and Orville C. Walker, Jr. 1976. “Organizational Climate and Job Satisfaction in the Salesforce.”Journal of Marketing Research, 13 (November): 323–332.

    Article  Google Scholar 

  • Churchill, Jr., G.A., N.A. Ford, and O.C. Walker, Jr. 1974. “Measuring the Job Satisfaction of Industrial Salesmen.”Journal of Marketing Research, 11 (August): 254–260.

    Article  Google Scholar 

  • Churchill, Gilbert A., and Anthony Pecotich. 1982. “A Structural Equation Investigation of the Pay Satisfaction-Valence Relationship Among Salespeople.”Journal of Marketing, 47 (Fall): 114–124.

    Article  Google Scholar 

  • Clewett, R.M. and S.F. Stasch. 1975. “Shifting Role of the Product Manager.”Harvard Business Review, 53(1) (January–February): 65–73.

    Google Scholar 

  • Cronbach, L.J. 1951. “Coefficient Alpha and the Intermal Structure of Tests.”Psychometrika, 297–334.

  • Crosse, Thomas J. and John E. Swan. 1983. “Strategic Marketing Planning by Product Managers-Room for Improvement?”Journal of Marketing, 47(3) (Summer): 92–102.

    Article  Google Scholar 

  • Cummings, Wm. Theodore, Donald W. Jackson, Jr., and Lonnie L. Ostrom. 1984. “Differences Between Industrial and Consumer Product Managers.”Industrial Marketing Management, 13(3) (August): 171–180.

    Article  Google Scholar 

  • Ford, N.M., O.C. Walker, Jr., and G.A. Churchil, Jr. 1975. “Expectation-Specific Measures of the Inter-Sender Conflict and Role Ambiguity Experienced by Industrial Salesmen.”Journal of Business Research, 3 (April): 95–112.

    Article  Google Scholar 

  • Futrell, Charles M. and A. Parasureaman. 1984. “The Relationship of Satisfaction and Performance to Salesforce Turnover.”Journal of Marketing, 48 (Fall): 33–40.

    Article  Google Scholar 

  • Hackman, J.R. and E.E. Lawler, III. 1971. “Employee Reactions to Job Characteristics.”Journal of Applied Psychology Monographs, 55, 259–68.

    Article  Google Scholar 

  • — and G.R. Oldham. 1976. “Motivation Through the Design of Work: Test of a Theory.”Organizational Behavior and Human Performance, 16(2)(August):250–279.

    Article  Google Scholar 

  • Hampton, Ron, Alan J. Dubinsky, and Steven J. Skinner. 1986. “A Model of Sales Supervisor Leadership Behavior and Retail Salespeople’s Job-Related Outcome.”Journal of the Academy of Marketing Science, 14(3) (Fall):33–43.

    Article  Google Scholar 

  • Heneman, G. 1974. “Comparisons of Self and Superior Ratings of Managerial Performance.”Journal of Applied Psychology, 59 (October): 638–642.

    Article  Google Scholar 

  • Hise, R.T. and J.P. Kelly. 1978. “Product Management on Trial.”Journal of Marketing, 42(4) (October): 28–33.

    Article  Google Scholar 

  • House, R.J. and J.R. Rizzo. 1972. “Role Conflict and Ambiguity as Critical Variables in a Model of Organizational Behavior.”Organizational Behavior and Human Performance, 7 (June): 467–505.

    Article  Google Scholar 

  • Kahn, R.L., D.M. Wolfe, R.P. Quinn, J.D. Snoek, and R.A. Rosenthall. 1964.Organizational Stress: Studies in Role Conflict and Ambiguity. New York: Wiley & Sons.

    Google Scholar 

  • Kelly, J.P. and R.T. Hise. 1979. “Industrial and Consumer Goods Product Managers Are Different.”Industrial Marketing Management, 8(4) (November):325–332.

    Article  Google Scholar 

  • Luck, D.J. 1969. “Interfaces of a Product Manager.”Journal of Marketing Research, 33(4) (Winter):32–36.

    Article  Google Scholar 

  • Lysonski, Steven. 1985. “A Boundary Theory Investigation of the Product Manager’s Role.”Journal of Marketing, 49(1) (Winter): 26–40.

    Article  Google Scholar 

  • McDaniel, C. and D.A. Gray. 1980. “The Product Manager.”California Management Review, 23(1) (Fall):87–94.

    Google Scholar 

  • Michaels, Ronald E., Ralph L. Day, and Erich A. Joachimsthaler. 1987. “Role Stress Among Industrial Buyers: An Integrative Model.”Journal of Marketing, 51(2) (April): 28–45.

    Article  Google Scholar 

  • Moorhead, Gregory. 1978.Integrative Analysis of Context, Structure, Jobs and Roles, and Physician Behavior in a General Hospital. Unpublished Doctoral Dissertation, University of Houston.

  • Nie, N.H., C.H. Hull, J.G. Jenkins, K. Steinbrenner, and D.H. Bent. 1975. SPSS:Statistical Package for Social Sciences (2nd ed.). New York: McGraw-Hill.

    Google Scholar 

  • Nunnally, Jum C. 1978.Psychometric Theory. New York: McGraw-Hill.

    Google Scholar 

  • Pugh, D.S., D.J. Hickson, C.R. Hinings, and C. Tumer. 1969. “The Context of Organization Structures.”Administrative Science Quarterly, 14(1) (March):91–114.

    Article  Google Scholar 

  • Pym, D.L.A. and H.D. Auld. 1965. “The Self-Rating as a Measure of Employee Satisfactoriness.”Occupational Psychology, 39(1) (January): 103–113.

    Google Scholar 

  • Rizzo, J.R., R.J. House, and S.I. Lirtzman. 1970. “Role Conflict and Ambiguity in Complex Organizations.”Administrative Science Quarterly, 15(2)(June): 150–163.

    Article  Google Scholar 

  • Sims, Henry P. Jr. and Andres D. Szilagyi. 1975. “Leader Structure and Subordinate Satisfaction for Two Hospital Administrative Levels: A Path Analysis Approach.”Journal of Applied Psychology (April): 194–197.

    Article  Google Scholar 

  • Sims, Henry P., Andres D. Szilagyi, and R.T. Keller. 1976. “The Measurement of Job Characteristics.”Academy of Management Journal, 19(2) (June):195–212.

    Article  Google Scholar 

  • Szilagyi, Jr., Andres D. and Marc J. Wallace, Jr. 1980.Organizational Behavior and Performance (2nd ed.). Santa Monica, CA: Goodyear Publishing Company, Inc., Chapter 7, 198–229.

    Google Scholar 

  • “The Brand Manager: No Longer King.” 1973.Business Week, 2283 (June): 58–66.

  • The Product Manager System: Experiences in Marketing Management. 1965. No. 8. New York: National Industrial Conference Board.

  • Walker, Jr., Orville C., G.A. Churchill, N.M. Ford. 1975. “Organizational Determinants of the Industrial Salesman’s Role Conflict and Ambiguity.”Journal of Marketing, 39 (January):32–39.

    Article  Google Scholar 

  • — and —. 1977. “Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research.”Journal of Marketing Research, 14 (May):156–168.

    Article  Google Scholar 

  • Wanous, J.P. 1974. “Individual Differences and Reactions to Job Characteristics.”Journal of Applied Psychology, 59, 616–622.

    Article  Google Scholar 

  • Weiss, D.J., Dawis, R.V., England, G.W., and Lofquist, L.H. 1967.Manual for the Minnesota Satisfaction Questionnaire (Minnesota Studies in Vocational Rehabilitation: XXII). Minneapolis: University of Minnesota, Industrial Relations Center, Work Adjustment Project.

    Google Scholar 

  • Wind, Y.J., 1982.Product Policy: Concepts, Methods, and Strategy. Reading, MA: Addison-Wesley Publishing Co.

    Google Scholar 

Download references

Author information

Authors and Affiliations

Authors

Rights and permissions

Reprints and permissions

About this article

Cite this article

Cummings, W.T., Jackson, D.W. & Ostrom, L.L. Examining product managers’ job satisfaction and performance using selected organizational behavior variables. JAMS 17, 147–156 (1989). https://doi.org/10.1007/BF02723373

Download citation

  • Issue Date:

  • DOI: https://doi.org/10.1007/BF02723373

Keywords

Navigation