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Perceived barriers to career advancement and organizational commitment in sales

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  • Briggs, Elten
  • Jaramillo, Fernando
  • Weeks, William A.

Abstract

This paper identifies three potential barriers to career advancement in sales: being excluded from informal networks, a lack of cultural fit, and a lack of mentoring. Using a sample of 241 account executives and managers from an organization in the television broadcasting industry, study results suggest that perceived barriers to career advancement (PBCA) have a significant negative impact on the organizational commitment (OC) of these sales employees. Effects are estimated with path analysis, and the effects of common method bias and job satisfaction are considered. Demographic variables (age, gender, company tenure, job level) are also hypothesized to moderate the relationship between PBCA and OC. The negative influence of PBCA on OC is found to become stronger as company tenure increases. Data also suggest that the negative relationship between PBCA and OC is more powerful among account executives than sales managers/directors. Managerial and research implications are discussed.

Suggested Citation

  • Briggs, Elten & Jaramillo, Fernando & Weeks, William A., 2012. "Perceived barriers to career advancement and organizational commitment in sales," Journal of Business Research, Elsevier, vol. 65(7), pages 937-943.
    • Handle: RePEc:eee:jbrese:v:65:y:2012:i:7:p:937-943
    DOI: 10.1016/j.jbusres.2011.05.004
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