Perceptions of Work Group and Managerial Behaviors as Antecedents of a Salesperson's Commitment, Performance, and Turnover
Description:
Theoretically grounded and empirically testable conceptualizations that offer alternative explanations regarding sales force performance and turnover can: (a) enhance understanding regarding these pivotal outcomes, and (b) augment an organization's capability to increase sales and decrease turnover. The study advances one such explanation by conceptualizing and testing a perceptual model that links a salesperson's psychological climate dimensions to organizational commitment, performance, and t…
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Date:
August 1999
Creator:
Gulati, Rajesh, 1964-
Partner:
UNT Libraries