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Titolo:
SOME POSSIBLE ANTECEDENTS AND CONSEQUENCES OF IN-ROLE AND EXTRA-ROLE SALESPERSON PERFORMANCE
Autore:
MACKENZIE SB; PODSAKOFF PM; AHEARNE M;
Indirizzi:
INDIANA UNIV BLOOMINGTON IN 47405 PENN STATE UNIV UNIVERSITY PK PA 16802
Titolo Testata:
Journal of marketing
fascicolo: 3, volume: 62, anno: 1998,
pagine: 87 - 98
SICI:
0022-2429(1998)62:3<87:SPAACO>2.0.ZU;2-J
Fonte:
ISI
Lingua:
ENG
Soggetto:
ORGANIZATIONAL CITIZENSHIP BEHAVIOR; PRO-SOCIAL BEHAVIOR; JOB-SATISFACTION; META-ANALYSIS; ROLE-CONFLICT; EMPLOYEE CITIZENSHIP; SALES PERFORMANCE; WORK PERFORMANCE; ROLE CLARITY; ROLE STRESS;
Tipo documento:
Article
Natura:
Periodico
Settore Disciplinare:
Physical, Chemical & Earth Sciences
Citazioni:
76
Recensione:
Indirizzi per estratti:
Citazione:
S.B. Mackenzie et al., "SOME POSSIBLE ANTECEDENTS AND CONSEQUENCES OF IN-ROLE AND EXTRA-ROLE SALESPERSON PERFORMANCE", Journal of marketing, 62(3), 1998, pp. 87-98

Abstract

The purpose of this study is to integrate the notion of extra-role performance with the current understanding of the relationships among salesperson job attitudes (job satisfaction and organizational commitment), role perceptions (ambiguity and conflict), in- and extra-role behavior, and turnover. The authors develop and test a theoretical model that specifies the relationships between in- and extra-role performanceand salesperson job satisfaction, organizational commitment, role perceptions, and turnover using cross-sectional data from a large sample (N = 672) of commission sales personnel. The results generally indicate that performance and job attitudes mediate the relationships betweenrole perceptions and turnover. However, the most notable aspect of the findings is that they are consistent with the hypothesis that in- and extra-role performance are intertwined, with in-role performance serving as an antecedent of job satisfaction and organizational commitment, and extra-role performance as a consequence of these two variables. The authors discuss the implications of these findings for sales research.

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Documento generato il 04/04/20 alle ore 08:51:51