IMPACT OF FMCG SECTOR’S SALESPERSON JOB AUTONOMY ON WORK OUTCOMES; SELF-EFFICACY AS AN INTERVENING VARIABLE

Abstract

Purpose This research aims to investigate salesperson’s Job Autonomy impact on Work Outcomes (job performance, job satisfaction and job stress) with the mediating effect of Self-efficacy. The study also provides the evidence of the relationship occurred within Work Outcomes such as Job Satisfaction impact on Job Performance and Job Stress impact on Job Performance. Methodology & Design This quantitative study is based on data collected from 302 respondents who were the salespersons of six specific FMCG firms operating in Karachi. Closed ended structured questiomiaire with a mix of both hardcopy and softcopy were distributed through email and personal contacts as per accessibility. Simple mediation analysis was used to test the hypotheses. Findings Finding of the results provide an Outcomes and a evidence of Job Autonomy’s direct impact on Work partial mediation relationship between Job Autonomy, Self-efficacy and Work Outcomes. The result also shows a significant impact of Job Satisfaction Performance but an insignificant relationship between Job Stress and Job Performance. on Job Recommendations According to the research content, the findings of this study have significant implications for HR specialist in designing a job for frontline employees such as salespersons. Job Autonomy, the main job component has important positive impact on Work Outcomes like Job Satisfaction and Job Performance. Granting autonomy in jobs schedule and work more methods is a source of intrinsic motivation for employees which develops and increases their Self-efficacy aspect and improves their satisfaction and performance, individual perception regarding autonomy is same, for some it can lead to stress. some But not all Therefore a recruiter must hire a good fit keeping in mind the job design because not all individual practice and enjoy Job Autonomy.