A path-analytic study of a model of salesperson performance
Alan J. Dubinsky, Steven W. Hartley
Journal of the Academy of Marketing Science · 1986 · Volume 14 · Issue 1
Abstract
Researchers have been giving increased attention to determinants of salesperson performance. Despite this research interest, empirical work has generally ignored interrelationships among the determinants of salesperson performance. This paper reports the results of a study that focused on predictors of salesperson performance and the relationships among these predictors. The investigation included variables previously examined in sales management research as well as variables heretofore not investigated.
Keywords
Organizational Commitment, Role Conflict, Role Ambiguity, Work Motivation, Personal Selling
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