Commitment and involvement: Assessing a salesforce typology |
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| Authors: | Thomas N Ingram Keun S Lee George H Lucas |
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| Institution: | (1) Memphis State University, Memphis, USA;(2) Hofstra University, Hempstead, USA |
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| 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. |
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