A multi‐dimensional perspective on salesperson commitment

Abstract

Although the study of organizational commitment (OC) is prevalent in the sales literature, multiple commitments have yet to be considered with respect to their impact on OC and work‐related outcomes. Four original measures that tap a salesperson’s commitments to: an immediate supervisor; peer salespeople; customers; and the sales profession itself were developed and tested. Using these, a series of regression models suggests that overall OC is enhanced by commitment to peers and the supervisor, with the former having a greater impact than the latter. Job satisfaction was affected by OC and professional commitment. Propensity to leave the organization was negatively associated with OC only.

Citation

Boyle, B.A. (1997), "A multi‐dimensional perspective on salesperson commitment", Journal of Business & Industrial Marketing, Vol. 12 No. 6, pp. 354-367. https://doi.org/10.1108/08858629710190204