Salespersons Commitment To The Organization: Associations With Performance, Motivation, Conflict, Satisfaction, and Relationship With The Manager

Abstract

A salespersons commitment to the organization is an important variable to study because of the proposed relationship with performance and other factors. In this study, organizational commitment was positively correlated with performance (whether measured objectively or subjectively), intrinsic motivation, job satisfaction, and the type of relationship with the sales manager. Role conflict and role ambiguity were negatively correlated with commitment. A discussion of the findings and suggestions for future research are offered.