Individual and contextual influences on the affective commitment of retail salespeople

• Published in: Journal of marketing management Vol. 28; no. 11-12; pp. 1377 - 1398
• Main Authors: Simintiras, Antonis, Watkins, Alan, Ifie, Kemefasu, Georgakas, Konstantinos
• Format: Journal Article
• Language: English
• Published: Helensburg Taylor & Francis 01.10.2012; Routledge, Taylor & Francis Group; Taylor & Francis Ltd
• Subjects: 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

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...