Individual and contextual influences on the affective commitment of retail salespeople
Salesperson characteristics as well as managerial approaches have been found to play an important role in the development of positive attitudes by salespersons towards an organisation. This study integrates these two research areas to investigate the personal and contextual antecedents of affective...
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| Published in | Journal of marketing management Vol. 28; no. 11-12; pp. 1377 - 1398 |
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| Main Authors | , , , |
| Format | Journal Article |
| Language | English |
| Published |
Helensburg
Taylor & Francis
01.10.2012
Routledge, Taylor & Francis Group Taylor & Francis Ltd |
| Subjects | |
| Online Access | Get full text |
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| Abstract | Salesperson characteristics as well as managerial approaches have been found to play an important role in the development of positive attitudes by salespersons towards an organisation. This study integrates these two research areas to investigate the personal and contextual antecedents of affective organisational commitment of retail salespeople. Fit theory and the literature on person-situation interaction provide the theoretical bases for explaining how salesperson selling skills, job liking, and empowerment individually and jointly influence affective commitment. A multilevel modelling approach is used to analyse data from 105 sales managers and 419 salespeople. Findings reveal that salespersons' affective commitment is influenced by their selling skills, degree of job liking, tenure, and empowerment. The results also indicate that the impact of selling skills on affective commitment is higher when empowerment is high. Based on the study's findings, implications for managing salespeople as well as limitations and suggestions for future research are offered. |
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| AbstractList | Salesperson characteristics as well as managerial approaches have been found to play an important role in the development of positive attitudes by salespersons towards an organisation. This study integrates these two research areas to investigate the personal and contextual antecedents of affective organisational commitment of retail salespeople. Fit theory and the literature on person-situation interaction provide the theoretical bases for explaining how salesperson selling skills, job liking, and empowerment individually and jointly influence affective commitment. A multilevel modelling approach is used to analyse data from 105 sales managers and 419 salespeople. Findings reveal that salespersons' affective commitment is influenced by their selling skills, degree of job liking, tenure, and empowerment. The results also indicate that the impact of selling skills on affective commitment is higher when empowerment is high. Based on the study's findings, implications for managing salespeople as well as limitations and suggestions for future research are offered. [PUBLICATION ABSTRACT] Reprinted by permission of Westburn Publishers Ltd. Salesperson characteristics as well as managerial approaches have been found to play an important role in the development of positive attitudes by salespersons towards an organisation. This study integrates these two research areas to investigate the personal and contextual antecedents of affective organisational commitment of retail salespeople. Fit theory and the literature on person-situation interaction provide the theoretical bases for explaining how salesperson selling skills, job liking, and empowerment individually and jointly influence affective commitment. A multilevel modelling approach is used to analyse data from 105 sales managers and 419 salespeople. Findings reveal that salespersons' affective commitment is influenced by their selling skills, degree of job liking, tenure, and empowerment. The results also indicate that the impact of selling skills on affective commitment is higher when empowerment is high. Based on the study's findings, implications for managing salespeople as well as limitations and suggestions for future research are offered. [PUBLICATION ABSTRACT] Salesperson characteristics as well as managerial approaches have been found to play an important role in the development of positive attitudes by salespersons towards an organisation. This study integrates these two research areas to investigate the personal and contextual antecedents of affective organisational commitment of retail salespeople. Fit theory and the literature on person-situation interaction provide the theoretical bases for explaining how salesperson selling skills, job liking, and empowerment individually and jointly influence affective commitment. A multilevel modelling approach is used to analyse data from 105 sales managers and 419 salespeople. Findings reveal that salespersons' affective commitment is influenced by their selling skills, degree of job liking, tenure, and empowerment. The results also indicate that the impact of selling skills on affective commitment is higher when empowerment is high. Based on the study's findings, implications for managing salespeople as well as limitations and suggestions for future research are offered. |
| Author | Ifie, Kemefasu Watkins, Alan Simintiras, Antonis Georgakas, Konstantinos |
| Author_xml | – sequence: 1 givenname: Antonis surname: Simintiras fullname: Simintiras, Antonis email: a.c.simintiras@swansea.ac.uk organization: Swansea University – sequence: 2 givenname: Alan surname: Watkins fullname: Watkins, Alan organization: Swansea University – sequence: 3 givenname: Kemefasu surname: Ifie fullname: Ifie, Kemefasu organization: Swansea University – sequence: 4 givenname: Konstantinos surname: Georgakas fullname: Georgakas, Konstantinos organization: Gecon Consulting |
| BackLink | http://www.econis.eu/PPNSET?PPN=732408229$$DView this record in ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften |
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| CitedBy_id | crossref_primary_10_1080_10696679_2017_1311215 crossref_primary_10_4102_sajip_v41i1_1216 crossref_primary_10_1016_j_jrurstud_2020_01_016 crossref_primary_10_1080_08853134_2021_2017295 crossref_primary_10_1108_BPMJ_09_2015_0132 |
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| Snippet | Salesperson characteristics as well as managerial approaches have been found to play an important role in the development of positive attitudes by salespersons... |
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| SubjectTerms | affective commitment Commitments Contextual analysis Einzelhandel Empowerment fit Griechenland Individuals job liking Marketing Mitarbeiterbindung multilevel Organizational behavior Organizational behaviour Personal selling Qualifikation Retail trade Sales Sales management Salespeople selling skills Studies Verkaufspersonal |
| Title | Individual and contextual influences on the affective commitment of retail salespeople |
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