Journal
JOURNAL OF BUSINESS RESEARCH
Volume 65, Issue 9, Pages 1328-1334Publisher
ELSEVIER SCIENCE INC
DOI: 10.1016/j.jbusres.2011.10.026
Keywords
Dispositional competitiveness; Salespeople; Affective commitment; Discretionary and citizenship behavior
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This study analyzes the work performance of salespeople with a competitive disposition. The results show a positive link between dispositional competitiveness and discretionary performance, and suggest that salespeople's affective commitment to their organization mediates this link. The relationship between dispositional competitiveness and affective commitment is more positive when salespeople perceive their psychological work climate to be competitive. The findings add to the research on dispositional competitiveness and affective commitment among sales staff. (C) 2011 Elsevier Inc. All rights reserved.
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