| Article ID | Journal | Published Year | Pages | File Type |
|---|---|---|---|---|
| 1017766 | Journal of Business Research | 2012 | 7 Pages |
Abstract
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.
Keywords
Related Topics
Social Sciences and Humanities
Business, Management and Accounting
Business and International Management
Authors
Long W. Lam,