IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v66y2013i11p2294-2300.html
   My bibliography  Save this article

The effects of mentoring on salesperson commitment

Author

Listed:
  • Hartmann, Nathaniel N.
  • Rutherford, Brian N.
  • Hamwi, G. Alexander
  • Friend, Scott B.

Abstract

This paper examines the impact of having a mentor on mentoree affective, continuance and normative commitment to the organization and occupation. Hypotheses are developed comparing salespeople with and without mentors, and mentorees with mentors inside and outside of the organization. Data was collected from a national sample of salespeople. The results indicate that having a mentor is positively associated with mentoree affective and normative organizational commitment, and affective, continuance and normative occupational commitment. Results also indicate that organizational mentors, as opposed to external mentors, are more strongly associated with mentoree affective and normative organizational commitment. Finally, organizational mentors do not have a greater impact on the facets of mentoree occupational commitment than mentors outside of the organization.

Suggested Citation

  • Hartmann, Nathaniel N. & Rutherford, Brian N. & Hamwi, G. Alexander & Friend, Scott B., 2013. "The effects of mentoring on salesperson commitment," Journal of Business Research, Elsevier, vol. 66(11), pages 2294-2300.
    • Handle: RePEc:eee:jbrese:v:66:y:2013:i:11:p:2294-2300
    DOI: 10.1016/j.jbusres.2012.03.001
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296312000859
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2012.03.001?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. 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.
    2. Rutherford, Brian & Boles, James & Hamwi, G. Alexander & Madupalli, Ramana & Rutherford, Leann, 2009. "The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors," Journal of Business Research, Elsevier, vol. 62(11), pages 1146-1151, November.
    3. 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.
    4. 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.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Hyung Rok Woo, 2017. "Exploratory Study Examining the Joint Impacts of Mentoring and Managerial Coaching on Organizational Commitment," Sustainability, MDPI, vol. 9(2), pages 1-15, January.
    2. Locander, David A. & Darrat, Mahmoud A. & Babin, Barry J., 2023. "Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes," Journal of Business Research, Elsevier, vol. 154(C).
    3. Baran, Małgorzata & Zarzycki, Roland, 2021. "Key effects of mentoring processes — multi-tool comparative analysis of the career paths of mentored employees with non-mentored employees," Journal of Business Research, Elsevier, vol. 124(C), pages 1-11.
    4. Tai Ming Wut & Jing (Bill) Xu & Stephanie Wing Lee, 2022. "Does Gender Matter? Effect of Colleagues’ Support on Work Engagement of Salespeople," Sustainability, MDPI, vol. 14(12), pages 1-13, June.
    5. Miao Li & Luluo Peng & Guijun Zhuang, 2020. "Sales Control Systems and Salesperson Commitment: The Moderating Role of Behavior Uncertainty," Sustainability, MDPI, vol. 12(7), pages 1-18, March.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Kevin J. Shanahan & Christopher D. Hopkins, 2019. "Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent," Journal of Business Ethics, Springer, vol. 159(3), pages 837-848, October.
    2. DeConinck, James B., 2010. "The influence of ethical climate on marketing employees' job attitudes and behaviors," Journal of Business Research, Elsevier, vol. 63(4), pages 384-391, April.
    3. Symphorien Ntibagirirwa, 2009. "Cultural Values, Economic Growth and Development," Journal of Business Ethics, Springer, vol. 84(3), pages 297-311, February.
    4. Edmondson, Diane R. & Boyer, Stefanie L., 2013. "The Moderating Effect of the Boundary Spanning Role on Perceived Supervisory Support: A Meta-Analytic Review," Journal of Business Research, Elsevier, vol. 66(11), pages 2186-2192.
    5. 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.
    6. Weihui Fu & Satish Deshpande, 2014. "The Impact of Caring Climate, Job Satisfaction, and Organizational Commitment on Job Performance of Employees in a China’s Insurance Company," Journal of Business Ethics, Springer, vol. 124(2), pages 339-349, October.
    7. 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.
    8. Rajesh Srivastava & Thomas Tang, 2015. "Coping Intelligence: Coping Strategies and Organizational Commitment Among Boundary Spanning Employees," Journal of Business Ethics, Springer, vol. 130(3), pages 525-542, September.
    9. Omar S. Itani & Fernando Jaramillo & Larry Chonko, 2019. "Achieving Top Performance While Building Collegiality in Sales: It All Starts with Ethics," Journal of Business Ethics, Springer, vol. 156(2), pages 417-438, May.
    10. Sergio Román, 2014. "Salesperson's listening in buyer-seller service relationships," The Service Industries Journal, Taylor & Francis Journals, vol. 34(7), pages 630-644, May.
    11. O. C. Ferrell & Victoria L. Crittenden & Linda Ferrell & William F. Crittenden, 2013. "Theoretical development in ethical marketing decision making," AMS Review, Springer;Academy of Marketing Science, vol. 3(2), pages 51-60, June.
    12. Castaldo, Sandro & Ciacci, Andrea & Penco, Lara, 2023. "Perceived corporate social responsibility and job satisfaction in grocery retail: A comparison between low- and high-productivity stores," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    13. Gabriel Aunde Akinbode & Oni Bamikole Fagbohungbe, 2012. "Leadership and Organizational Factors as Predictors of Employees Organisational Commitment in Nigeria: An Empirical Analysis," Business and Management Research, Business and Management Research, Sciedu Press, vol. 1(2), pages 69-87, June.
    14. Nan Wang & Yuxiang Luan & Rui Ma, 2024. "Detecting causal relationships between work motivation and job performance: a meta-analytic review of cross-lagged studies," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-10, December.
    15. Ashill, Nicholas J. & Rod, Michel, 2011. "Burnout processes in non-clinical health service encounters," Journal of Business Research, Elsevier, vol. 64(10), pages 1116-1127, October.
    16. M. Guerci & Giovanni Radaelli & Elena Siletti & Stefano Cirella & A. Rami Shani, 2015. "The Impact of Human Resource Management Practices and Corporate Sustainability on Organizational Ethical Climates: An Employee Perspective," Journal of Business Ethics, Springer, vol. 126(2), pages 325-342, January.
    17. Yao-Chung Cheng & Fang-Chih Hung & Hung-Ming Hsu, 2021. "The Relationship between Academic Dishonesty, Ethical Attitude and Ethical Climate: The Evidence from Taiwan," Sustainability, MDPI, vol. 13(21), pages 1-16, October.
    18. Adnan ul Haque & Fred Yamoah, 2014. "Gender Employment Longevity: I.T Staff Response to Organizational Support in Pakistan," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 4(12), pages 324-347, December.
    19. Park, Hyewon & Hur, Won-Moo & Kang, Seongho, 2023. "Contribution of sales control in salespeople’s creative selling: Work engagement as a mediator," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    20. Linh, Nguyen Thi Thuy & Lab, SDAG, 2019. "Factors influencing on salesperson performance in information service industry," Thesis Commons ugcre, Center for Open Science.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:66:y:2013:i:11:p:2294-2300. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.