Article ID Journal Published Year Pages File Type
1017766 Journal of Business Research 2012 7 Pages PDF
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.

Related Topics
Social Sciences and Humanities Business, Management and Accounting Business and International Management
Authors
,