Organizational Commitment in Nepalese Settings

This study examines the three-dimensional organizational commitment (OC) concept (Meyer & Allen, 1997) in Nepal. Standardized questionnaires were administered to a heterogeneous sample of 103 employees of four different Nepalese organizations (bank, food corporation, telecommunication, and an airline). Exploratory factor and confirmatory factor analyses replicate the dimensionality of OC, i.e., the three facets of commitment (affective, normative, and continuance commitment) could be found also in a developing country with a cultural background very different from the places where the commitment concept was originally formulated. Antecedents and consequences of organizational commitment were investigated by multiple regression analyses. Continuance and normative commitment were both explained by job characteristics, i.e., by the perception of the job as interesting, affective commitment could not be explained with the set of variables used in this study. However, it is affective commitment which particularly accounts for variance in search intentions as well as in turnover intentions.     

Drug Abuse in the Sales Force

Drug abuse in the workplace is a national problem of frightening proportions and there is no reason to suspect that the nations's sales forces should be immune. This study examines the problem of sales force drug abuse and reports the findings of a nationwide survey of field sales managers concerning the extent of drug abuse in the nation's sales forces, the methods of dealing with the problem, and factors related to drug abuse problems in the sales force. Implications for sales managers, sales management educators and trainers, and researchers in the field of sales and sales management are also discussed.     

Alcohol Abuse in the Sales Force

Abstract

Much of the literature on the problem of alcohol abuse in the nation and in the work place implies that salespeople should be particularly susceptible to problem drinking. Most discussion of alcohol abuse by salespeople has been anecdotal and speculative in nature, however, and little empirical research has been reported to support the anecdotes and speculations. This study examines the problem of sales force alcohol abuse and reports the findings of a nationwide survey of field sales managers concerning the extent of this problem in the nation's sales forces, the methods of dealing with alcohol-abusing salespeople, and factors related to problem drinking in the sales force. Implications for sales managers, sales management educators and trainers, and researchers in the field of sales and sales management are also discussed.     

组织管理诚信与组织承诺之关系研究

本研究的主要目的乃探讨组织管理诚信的内涵及现状;揭示组织管理诚信与组织承诺之关系。通过文献分析和问卷调查,研究者发现:组织管理诚信行为主要包含诚实、守信、诚直和精诚四个方面的内容;员工对当前组织管理的评价总体趋向于诚信,其中对守信因子的评价最高,对诚直因子的评价最低;组织管理诚信对组织承诺存在着积极的影响。     

Social Capital and Organizational Commitment

Organizational scientists have been investigating the role of human relationships vis-à-vis firm productivity for some years. Recently, Social Capital has been theorized to play a central part in the reduction of organizational transaction costs. We briefly position Social Capital among several theories claiming a role for interpersonal capital, review its theoretical nuances, and test this theoretical structure using a sample of 469 sales professionals from a leading medical services firm. Our findings indicate that trust, communication, and employee focus have significant direct and moderate indirect affects on organizational commitment.     

Antecedents and Consequences of Organizational Commitment

The purpose of this study was to examine some antecedents and some consequences of organizational commitment as conceptualized by Meyer and Allen (1991) Meyer, J. P., & Allen, N. J. (1991). A three component conceptualization of organizational commitment. Human Resource Management Review, 1, 61–98.[Crossref] , [Google Scholar]. Specifically, gender, ethnicity, branch of the Army, and perceptions of tokenism (e.g., isolation and stereotyping) were examined as antecedents of organizational commitment. Peer-rated leadership performance served as the outcome measure of affective (AC), continuance (CC), and normative commitment (NC). Findings indicated ethnic differences in AC and CC, gender differences in CC, and Army branch differences in AC and NC. Perceived tokenism was associated with lower levels of AC and NC and higher levels of CC. Finally, higher levels of AC and NC predicted higher leadership evaluations, whereas higher levels of CC were associated with lower leadership evaluations.     

Congruence in Sales Force Evaluations: Relation to Sales Force Perceptions of Conflict and Ambiguity

Abstract

This research examined the relationship between salespersons' perceptions of role conflict and role ambiquity from various sources and the degree of agreement between salespeople and sales managers on salesperson performance. Three sources of role ambiguity were found to explain the most variance in performance congruence. Implications for management are discussed.     

组织承诺与职务投入对技术人员行为的影响

文章讨论了不同职业发展阶段条件下组织承诺和职务投入分别对工程技术人员工作绩效和离职倾向的预测效应.针对Werbel(1984)提出的只有职业发展后期组织承诺才能有效预测离职以及Keller(1997)提出的职务投入对工程师绩效不具有预测力,论文提出了不同观点.通过问卷法对210位工程技术人员进行测量发现,无论离职倾向还是工作绩效,随着职业发展,其预测变量呈现组织承诺-职务投入-组织承诺交替出现的特征.文章对交替过程中的职业发展阶段划分及不同阶段的任务特征作了进一步探讨.     

中国职工组织承诺的结构模型检验

本文对作者所研究的中国职工组织承诺五因素结构模型采用SEM技术进行了检验。结果证明其是理想模型。二阶因子分析表明,五因素模型又可划分为心理因子和社经因子。根据相关分析,得到了五个新的承诺组合模型。     

组织承诺研究综述

本文通过对组织承诺的文献分析,讨论了组织承诺概念的演变和其结构的发展,并对组织承诺的相关因素进行了评述。分析了组织承诺形成的影响变量和其效标变量,对今后的发展方向进行了展望。     

Awareness of Hospital Environment and Organizational Commitment

Abstract

This research examined possible differences between physicians and nurses in their commitment to their hospital and the relationship of their organizational commitment to their awareness of both the internal and the external environments of the organization. Data came from a public hospital in India. Questionnaires were developed for the measurement of the two predictor variables (awareness of the organization's internal environment and awareness of the organization's external environment) and the one predicted variable (organizational commitment). The results indicated significant differences in organizational commitment across hierarchies. The nurses' organizational commitment was predicted by their awareness of internal environment; the physicians' organizational commitment was predicted by their awareness of external environment.     

Psychological Contracts, Organizational and Job Commitment

Increased use of time-limited contracts as the mainstay of employer-employee relations has implications for the psychological character of the exchange relationship. To investigate this, the current study is framed by Rousseau's (1995) psychological contract model (PCM). The psychological contract pertains to beliefs held by individuals about their contractual terms and conditions. The findings yield evidence for Rousseau's distinction between two types of contractual belief (relational and transactional), as well as the explanatory potential of the PCM over and above the concept of organizational commitment. As predicted. temporary workers were more transactional than relational in their contractual orientation. The findings are discussed with reference to a need to develop a theoretical basis for research on organizational involvement.     

高校教师组织承诺现状研究

为了能够全面讨论高校教师的组织承诺情况,本研究从人口统计学变量和总体水平两个角度对高校教师的组织承诺作差异分析研究,结果表明:(1)在性别上表现为男性的机会承诺显著高于女性;女性的总体承诺高于男性.(2)在学历上只有本科与硕士之间在理想承诺及机会承诺因素上存在差异.(3)在婚姻上已婚者的总体承诺高于未婚者;而未婚者在机会承诺上高与已婚者.(4)不同职称的高校教师在组织承诺的整体上和各个因素上都不存在显著差异.(5)不同教龄的高校教师在感情承诺因素、总体承诺上存在明显差异.(6)基于专业的差异分析表明,在规范承诺,机会承诺及总体上都存在明显的差异,这些差异主要表现为理科与艺术之间的差异.高校教师总体上组织承诺处于中等水平.其中理想承诺维度和经济承诺维度两项高于总体,而在规范承诺、机会承诺和感情承诺二个指标上的得分稍低于总体.     

Effects of Sales Force Automation use on Sales Force Activities and Customer Relationship Management Processes

This study defines a framework for understanding the impact of sales force automation (SFA) on customer relationship management (CRM) processes from the perspective of information systems and motivation theories. Investigating the relationship between these processes, with sales activities as the common link, sheds new light on several crucial issues. To enrich this study, two alternative models that distinguish the efficiency and effectiveness of salespersons’ activities also are formulated. Data from a longitudinal field study demonstrate that different SFA functionalities generate counterintuitive effects on sales activities. The main outcomes of SFA implementation in CRM processes include a mostly negative effect of SFA reporting and conflicting but complementary and globally positive effects of SFA call planning and product configuration.     

Sales Technologies,Sales Force Management,and Online Infomediaries

An information intermediary (or infomediary) is an online firm that plays an important role in the information component of a transaction but not in the logistics component. Infomediary sales channels in which leads that originate online are converted to sales by an offline sales force are particularly important in areas such as automobile retailing, real estate, insurance, mortgages, and many other contexts. This research examines the role of sales technologies and the organization of the sales force in creating value for infomediary sales channels, formally examining channel outcomes using an analytical model and empirically examining channel outcomes using a survey of 678 automobile dealerships. The analyses indicate that adoption of sales technologies for lead management and channel-specific salespeople influence leads purchased (from infomediaries) and infomediary channel sales for the retailer. These findings integrate important technologies from outside the organization (infomediaries) and technologies and management structures inside the organization (sales technologies for lead management and channel-specific salespeople) into an understanding of retailer use of infomediary channels. These findings also suggest that it is in the best interest of infomediaries to offer sales technology and services to retailers, bundling information products with technologies for channel management.     

高校教师组织支持感与组织承诺关系研究

以263名高校教师为被试,探讨了高校教师组织支持感与组织承诺的关系。结果表明：高校教师组织支持感与组织承诺及其各维度呈显著的正相关;高校教师组织支持感对组织承诺及其各维度均产生正向的预测作用。     

Sales Force Compensation Plans Incorporating Multidimensional Sales Effort and Salesperson Efficiency

Sales force compensation models are often constrained by the assumption that salesperson effort is unidimensional. Some models have extended this scenario to multiple products but retain the “single-effort” assumption. In addition, salesperson efficiency has been ignored. As selling is clearly multidimensional, we present a formulation of an agency model (MIPAM) that incorporates multidimensional sales effort as well as salesperson efficiency. Using the model, we also show that under certain assumptions, we can build the second-order condition of the agent’s maximization into the principalagent problem, instead of assuming it, as has been done in the past.     

Organizational Commitment,Job Satisfaction,and Effort in the Service Environment

Investigations of the causal relationship between organizational commitment and job satisfaction have yielded contradictory findings. Little empirical research has looked at this complex relationship in the context of work effort. The purpose of this study was to determine how these variables interact in the service environment. Using a sample of 425 employees in two service organizations, the author tested two structural equation models. The hypothesized model with organizational commitment as a moderator between job satisfaction and service effort fit better than a model with job satisfaction as moderator did. Conceptual implications are discussed, and suggestions for future research are made.     

An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performance

This study investigates several proposed relationships between consulting-oriented sales force programs and long run growth of industrial organizations. To operationalize the proposed model, the work introduces twenty-two new measures of consulting-oriented sales programs. Relationships are tested using a sample of industrial sales managers and corresponding, longitudinal firm performance data. Initial consulting-oriented sales training is the strongest influence on firm performance. Evidence suggests combining this training with consulting-oriented ongoing training, evaluation, and compensation programs.     

The Impact of Realistic Job Previews and Perceptions of Training on Sales Force Performance and Continuance Commitment: A Longitudinal Test

This study uses a an adaptation of the Dubinsky et al. (1986) socialization framework to test the impact of realistic job previews and perceptions of training on sales force performance and continuance commitment. Seven hundred sixty-two insurance salespeople in 54 companies were surveyed four times over a two-year period. The findings indicate that the socialization of new recruits should be focused on two parallel tracks: factors that primarily influence performance and those that primarily influence turnover.