Fulltime vs' Parttime salespeople Thomas R Wotruba

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Full-time vs. Part-time salespeopleThomas R
Wotruba

• A comparison on job satisfaction, performance,
  and turnover in direct selling

Jialin Kewrin
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• Estimated 2004 U.S. Salespeople13.6 Million

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Direct selling sales force US
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Direct selling sales force US
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Benefits and problems of part-time employment
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Benefits and problems of part-time employment
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Research issue

• Job satisfaction
• Performance
• Turnover

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Comparison part-timers and full-timers on job
satisfaction, performance, and turnover
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Comparison part-timers and full-timers on job
satisfaction, performance, and turnover
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The study

• Four direct selling companies in the US
• -Mary Kay Cosmetics
• -Saladmaster
• -United Consumers
• -Tupperware

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The study

• 1600 respondents
• 491 people responded
• 32 had quit
• 29 full-time 71part-time
• 85 female

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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.

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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

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The study

• Variable
• Turnover, was measured using a single scale
  incorporating that both quitting and intentions
  to quit
• Other outside selling employment

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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

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The analysis result
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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

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H1 Job satisfaction will be greater for part
time salespeople than for full time salespeople
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H3 Performance will be better for part time
salespeople than for full time salespeople
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H5 Turnover will be lower for part time
salespeople than for full time salespeople
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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

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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
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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
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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
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The findings

• Correspond with Eberhart and Shania
• Support the arguments Still

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The analysis result

• Job satisfaction from the part timers are higher
  than that from full timers
• - Involvement in the organizational functioning
  
• - Initial expectations

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The analysis result

• Performance of part timers are large then full
  timers especially part time sell people with
  another job
• - Priority for pay

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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

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Limitations

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

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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
• gtgtThe downside
• -Part timers communication and training cost
  per sales dollar
• -Possibly declining productivity gains

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Thank You

• Kewrin Tongtawat Jia-Lin Chi