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Personal Differences, Job Tension, Job Outcomes, and Store Performance: A Study of Retail Store Managers

Robert F. Lusch and Ray R. Serpkenci
Journal of Marketing
Vol. 54, No. 1 (Jan., 1990), pp. 85-101
DOI: 10.2307/1252175
Stable URL: http://www.jstor.org/stable/1252175
Page Count: 17
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Personal Differences, Job Tension, Job Outcomes, and Store Performance: A Study of Retail Store Managers
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Abstract

The authors investigate the relationships between four personal difference variables and job outcomes of retail store managers. They also investigate the influence of job tension on managerial performance and of the manager's performance on the financial performance of the retail store. Empirical results indicate that achievement orientation and inner- and other-direction of retail store managers have important direct as well as moderating influences on key job processes and outcomes. Empirical results demonstrate the critical influence of managerial effectiveness on retail store performance.

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