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首页> 外文期刊>Journal of Business Research >Perceived barriers to career advancement and organizational commitment in sales
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Perceived barriers to career advancement and organizational commitment in sales

机译：认识到职业发展和销售组织承诺方面的障碍

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摘要

This paper identifies three potential barriers to career advancement in sales: being excluded from informal networks, a lack of cultural fit, and a lack of mentoring. Using a sample of 241 account executives and managers from an organization in the television broadcasting industry, study results suggest that perceived barriers to career advancement (PBCA) have a significant negative impact on the organizational commitment (OC) of these sales employees. Effects are estimated with path analysis, and the effects of common method bias and job satisfaction are considered. Demographic variables (age, gender, company tenure, job level) are also hypothesized to moderate the relationship between PBCA and OC. The negative influence of PBCA on OC is found to become stronger as company tenure increases. Data also suggest that the negative relationship between PBCA and OC is more powerful among account executives than sales managers/directors. Managerial and research implications are discussed.
机译：本文确定了销售中职业发展的三个潜在障碍：被非正式网络排除在外，缺乏文化适应性和缺乏指导。使用电视广播行业某个组织的241名客户主管和经理的样本，研究结果表明，感知的职业发展障碍（PBCA）对这些销售员工的组织承诺（OC）具有重大的负面影响。通过路径分析估算效果，并考虑通用方法偏差和工作满意度的影响。还假设人口变量（年龄，性别，公司任期，工作水平）可缓和PBCA和OC之间的关系。人们发现，随着公司任期的增加，PBCA对OC的负面影响会越来越大。数据还表明，客户经理中PBCA和OC之间的负面关系比销售经理/董事更强大。讨论了管理和研究意义。

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