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A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research

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  • Jaramillo, Fernando
  • Mulki, Jay Prakash
  • Marshall, Greg W.

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  • Jaramillo, Fernando & Mulki, Jay Prakash & Marshall, Greg W., 2005. "A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research," Journal of Business Research, Elsevier, vol. 58(6), pages 705-714, June.
    • Handle: RePEc:eee:jbrese:v:58:y:2005:i:6:p:705-714
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    References listed on IDEAS

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    1. Alan J Dubinsky & Ronald E Michaels & Masaaki Kotabe & Chae Un Lim & Hee-Cheol Moon, 1992. "Influence of Role Stress on Industrial Salespeople's Work Outcomes in the United States, Japan and Korea," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 23(1), pages 77-99, March.
    2. Ferris, Kenneth R., 1981. "Organizational commitment and performance in a professional accounting firm," Accounting, Organizations and Society, Elsevier, vol. 6(4), pages 317-325, October.
    3. Nouri, H. & Parker, R. J., 1998. "The relationship between budget participation and job performance: The roles of budget adequacy and organizational commitment," Accounting, Organizations and Society, Elsevier, vol. 23(5-6), pages 467-483.
    4. Chow, Chee W. & Harrison, Graeme L. & McKinnon, Jill L. & Wu, Anne, 2002. "The organizational culture of public accounting firms: evidence from Taiwanese local and US affiliated firms," Accounting, Organizations and Society, Elsevier, vol. 27(4-5), pages 347-360.
    5. Russ, Frederick A. & McNeilly, Kevin M., 1995. "Links among satisfaction, commitment, and turnover intentions: The moderating effect of experience, gender, and performance," Journal of Business Research, Elsevier, vol. 34(1), pages 57-65, September.
    6. Dubinsky, Alan J. & Kotabe, Masaaki & Lim, Chae Un & Wagner, William, 1997. "The impact of values on salespeople's job responses: A cross-national investigation," Journal of Business Research, Elsevier, vol. 39(3), pages 195-208, July.
    7. Behrman, Douglas N. & Perreault, William Jr., 1982. "Measuring the performance of industrial salespersons," Journal of Business Research, Elsevier, vol. 10(3), pages 355-370, September.
    8. Joshi, Ashwin W. & Randall, Sheila, 2001. "The indirect effects of organizational controls on salesperson performance and customer orientation," Journal of Business Research, Elsevier, vol. 54(1), pages 1-9, October.
    9. Mark Heuer & Jeffrey L Cummings & Winfred Hutabarat, 1999. "Cultural Stability or Change Among Managers in Indonesia?," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 30(3), pages 599-610, September.
    10. Leong, Siew Meng & Randall, Donna M. & Cote, Joseph A., 1994. "Exploring the organizational commitment-- Performance linkage in marketing: A study of life insurance salespeople," Journal of Business Research, Elsevier, vol. 29(1), pages 57-63, January.
    11. Dubinsky, Alan J. & Hartley, Steven W., 1986. "Antecedents of retail salesperson performance: A path-analytic perspective," Journal of Business Research, Elsevier, vol. 14(3), pages 253-268, June.
    12. Schwepker, Charles Jr., 2001. "Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforce," Journal of Business Research, Elsevier, vol. 54(1), pages 39-52, October.
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