TITLE

LONE WOLF TENDENCIES AND SALESPERSON PERFORMANCE

AUTHOR(S)
Mulki, Jay Prakash; Jaramillo, Fernando; Marshall, Greg W.
PUB. DATE
January 2007
SOURCE
Journal of Personal Selling & Sales Management;Winter2007, Vol. 27 Issue 1, p25
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This study develops and tests a model that examines the relationships among lone wolf tendencies, task performance, contextual performance, job satisfaction, and turnover intentions with a sample of 331 pharmaceutical salespeople. Results reveal that lone wolf tendencies lead to a lower contextual performance as represented by the dimensions of helping, courtesy, and sportsmanship. Task performance is subsequently reduced. Ultimately, turnover intentions are higher based on lower job satisfaction of salespeople with lone wolf tendencies. Managerial implications of working with lone wolf salespeople are provided.
ACCESSION #
23750309

 

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