Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
Abstract
This study assesses the direct and interactive effects of trait competitiveness and competitive psychological climate on organizational commitment and sales performance using data collected from industrial salespeople and company records. Findings indicate that the positive impact of trait competitiveness on sales performance is contingent upon a highly competitive psychological climate, helping to explain inconsistent findings in the literature...
Paper Details
Title
Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
Published Date
Jun 1, 2016
Journal
Volume
27
Issue
2
Pages
351 - 360
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