Perceived Organizational Support

   Brian Rutherford, Ph.D.
   Assistant Professor, Selling and Sales Management

Companies are able to enhance the work environment and increase employee commitment by ensuring that their employees receive enough organizational support. Specifically, increases in levels of organizational support will reduce employee work-family conflict and role stress. With increases in commitment and reductions in conflict and stress, firms will find higher levels of employee performance and reductions in employee turnover.

Job Satisfaction

   Brian Rutherford, Ph.D.
   Assistant Professor, Selling and Sales Management

Increasing worker overall job satisfaction will not necessarily decrease employee turnover and increase worker commitment to the organization. Firms should assess employee job satisfaction from several dimensions. In addition to examining job satisfaction from multiple dimensions, gender differences between dimensions of job satisfaction and worker commitment exist. Hence, an aspect of job satisfaction that will increase a male's commitment to the organization may not increase a female's commitment to the organization.

Understanding Customer Needs from the Exchange

   Brian Rutherford, Ph.D.
   Assistant Professor, Selling and Sales Management

When firms enter into an exchange, understanding financially what the exchange partner wants from the exchange is critical. Without a clear understanding of what is financially important to the other party, the relationship may fail to develop to its potential. Salespeople must determine if the other party is looking for the lowest prices, highest resale margins, or highest perceived value. When this is determined, the ability to develop the optimal relationship will be increased.