Organizational Commitment in the Sales Force |
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| Authors: | Lawrence B. Chonko |
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| Affiliation: | Lawrence B. Chonko is a Holloway Professor of Marketing and Executive Director of the Center For Professional Selling and Sales Management at Baylor University. His primary research interests include sales force performance, commitment, self-management and rewards. His articles have appeared in Journal of Marketing, Journal of Marketing Research, Academy of Management Journal, Journal of Personal Selling and Sales Management, Journal of Business Research, and others. |
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| Abstract: | AbstractResearch concerning the determinants of salesperson performance has emphasized expectancy theory. While results of such studies have added greatly to our understanding of sales force behavior, the expectancy theory approach has been questioned concerning its ability to explain consistency in behavior. A potential alternative explanation for behavioral consistency lies in the concept of organizational commitment. This paper explores organizational commitment in a sales setting, discussing research findings from other disciplines and providing a conceptual framework to help guide future research in sales management. |
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