Impact of competitiveness on salespeople's commitment and performance

Long W. Lam

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Impact of competitiveness on salespeople's commitment and performance

机译：竞争力对销售人员的承诺和绩效的影响

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This study analyzes the work performance of salespeople with a competitive disposition. The results show a positive link between dispositional competitiveness and discretionary performance, and suggest that salespeople's affective commitment to their organization mediates this link. The relationship between dispositional competitiveness and affective commitment is more positive when salespeople perceive their psychological work climate to be competitive. The findings add to the research on dispositional competitiveness and affective commitment among sales staff.

机译：这项研究分析了具有竞争性的销售人员的工作绩效。结果显示了处置能力竞争力与酌处绩效之间的正向联系，并表明销售人员对组织的情感承诺在这种联系中起到了中介作用。当销售人员认为自己的心理工作氛围具有竞争力时，性格竞争力和情感承诺之间的关系就更加积极。这些发现增加了对销售人员的处置竞争力和情感承诺的研究。

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来源
《Journal of Business Research》 |2012年第9期|1328-1334|共7页
作者
Long W. Lam;
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作者单位

Faculty of Business Administration, University of Macau, Av. Padre Tomas Pereira S.J., Taipa, Macau;

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原文格式 PDF
正文语种 eng
中图分类
关键词
dispositional competitiveness; salespeople; affective commitment; discretionary and citizenship behavior;

机译：性格竞争力;销售人员;情感承诺;自由裁量权和公民行为;

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6. Impact of organizational climate on organizational commitment and perceived organizational performance: empirical evidence from public hospitals [O] . Aysen Berberoglu 2018

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Impact of competitiveness on salespeople's commitment and performance

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