Commitment and involvement: Assessing a salesforce typology
Thomas N. Ingram, Keun S. Lee, George H. Lucas
Journal of the Academy of Marketing Science · 1991 · Volume 19 · Issue 3
Abstract
Varying levels of organizational commitment and job involvement generate a salesperson typology which is empirically assessed. Ten hypotheses are tested using a national sample of 235 industrial salespeople. Eight of the hypotheses are supported Significant differences in salesperson effort, performance and turnover propensities are identified for four salesperson categories.
Keywords
Organizational Commitment, Corporate Citizen, Sales Management, Personal Selling, Career Stage
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