Exploring the Distinctive Nature of Work Commitments: Their Relationships with Personal Characteristics, Job Performance, and Propensity to Leave

R. Edward Bashaw · E. Stephen Grant

136 citations0/0 files storedJournal of Personal Selling and Sales Management

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Job Satisfaction and Organizational Behavior Employee Performance and Management Employee Performance and Motivation

Abstract

This study explores personal characteristics as antecedents to three types of work commitment: job, organizational, and career. Also, the relationships between these work commitments and key sales outcomes (performance and propensity to leave the organization) are assessed. We demonstrate the distinctive nature of these three work commitments while reducing the concept redundancy found between them and other forms of work commitment. The results indicate that each form of work commitment is uniquely related to a set of personal characteristics and sales outcomes. We also provide suggestions for future research and implications for sales managers.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 136 citations exist upstream.

References

1951Coefficient Alpha and the Internal Structure of Tests 1988Structural equation modeling in practice: A review and recommended two-step approach.1979A Paradigm for Developing Better Measures of Marketing Constructs 1979The measurement of organizational commitment 1988Goodness-of-fit indexes in confirmatory factor analysis: The effect of sample size.1989Evaluation of goodness-of-fit indices for structural equation models.1979Review and conceptual analysis of the employee turnover process.1968Readings in Attitude Theory and Measurement

Cited by

2007Does Salesperson Perception of the Importance of Sales Skills Improve Sales Performance, Customer Orientation, Job Satisfaction, and Organizational Commitment, and Reduce Turnover?2017The influence of organizational justice on job performance 2014Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance 1999Salesperson Perceptions of Equity and Justice and Their Impact on Organizational Commitment and Intent to Turnover

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.