Affective organizational committment of salespeople: an expanded model
Article Abstract:
Affective organizational committment of salespeople has been widely recognized as being influenced by task-, role-, supervisory behavior-, and organizational structure-related factors. While previous empirical studies have examined the effect of one or more of these factors, this study provides a simultaneous test of the importance of these factors for a salesperson's affective organizational committment. The model formulated in this study also decomposes the importance of each factor into direct and indirect (through role stress factors) influences that the factors have on affective organizational committment. The results provide useful and interesting implications for enhancing affective organizational committment of salespeople. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1993
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Organizational commitment in the sales force
Article Abstract:
Research concerning the determinants of salesperson performance has emphasized expectancy theory. While results of such studies have added greatly to our understanding of sales force behavior, the expectancy theory approach has been questioned concerning its ability to explain consistency in behavior. A potential alternative explanation for behavioral consistency lies in the concept of organizational commitment. This paper explores organizational commitment in a sales setting, discussing research findings from other disciplines and providing a conceptual framework to help guide future research in sales management. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1986
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Comments on "Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980-1990." (Journal of Personal Selling & Sales Management)
Article Abstract:
The immediate past editor of the Journal of Personal Selling & Sales Management comments on the paper "Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980-1990." Several implications are derived pertaining to the body of knowledge on sales and sales management and the role of the Journal of Personal Selling and Sales Management in the development and dissemination of this body of knowledge. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1991
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