TITLE

Affective Organizational Commitment of Salespeople: An Expanded Model

AUTHOR(S)
Agarwal, Sanjeev; Ramaswami, Sridhar N.
PUB. DATE
March 1993
SOURCE
Journal of Personal Selling & Sales Management;Spring93, Vol. 13 Issue 2, p49
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Affective organizational commitment 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 commitment. 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 commitment. The results provide useful and interesting implications for enhancing affective organizational commitment of salespeople.
ACCESSION #
6654306

 

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