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Individual and contextual influences on the affective commitment of retail salespeople

Antonios Simintiras Orcid Logo, Alan Watkins Orcid Logo, Kemefasu Ifie, Konstantinos Georgakas

Journal of Marketing Management, Volume: 28, Issue: 11-12, Start page: 1377

Swansea University Authors: Antonios Simintiras Orcid Logo, Alan Watkins Orcid Logo, Kemefasu Ifie

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DOI (Published version): 10.1080/0267257X.2012.691529

Abstract

<p>Salesperson characteristics as well as managerial approaches have been found to play an important role in the development of positive attitudes by salespersons towards an organisation. This study integrates these two research areas to investigate the personal and contextual antecedents of a...

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Published in: Journal of Marketing Management
ISSN: 0267-257X 1472-1376
Published: 2012
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URI: https://cronfa.swan.ac.uk/Record/cronfa6871
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spelling 2022-11-03T15:42:17.6712967 v2 6871 2012-01-26 Individual and contextual influences on the affective commitment of retail salespeople d3c46a073ffe3313d271449b1b635874 0000-0003-2173-046X Antonios Simintiras Antonios Simintiras true false 81fc05c9333d9df41b041157437bcc2f 0000-0003-3804-1943 Alan Watkins Alan Watkins true false 09592380c66ef800c51fb2b6e6071a1e Kemefasu Ifie Kemefasu Ifie true false 2012-01-26 SGMGT <p>Salesperson characteristics as well as managerial approaches have been found to play an important role in the development of positive attitudes by salespersons towards an organisation. This study integrates these two research areas to investigate the personal and contextual antecedents of affective organisational commitment of retail salespeople. Fit theory and the literature on person-situation interaction provide the theoretical basis for explaining how salesperson selling skills, job liking and empowerment individually and jointly influence affective commitment. A multilevel modelling approach is used to analyse data from 105 sales managers and 419 salespeople. Findings reveal that salespersons&rsquo; affective commitment is influenced by their selling skills, degree of job liking, tenure and empowerment. The results also indicate that the impact of selling skills on affective commitment is higher when empowerment is high. Based on the study&rsquo;s findings, implications for managing salespeople as well as limitations and suggestions for future research are offered.</p> Journal Article Journal of Marketing Management 28 11-12 1377 0267-257X 1472-1376 Affective commitment, selling skills, job liking, empowerment, multilevel, fit 31 12 2012 2012-12-31 10.1080/0267257X.2012.691529 <p>Forthcoming</p> COLLEGE NANME School of Management - School COLLEGE CODE SGMGT Swansea University 2022-11-03T15:42:17.6712967 2012-01-26T11:35:03.1270000 Faculty of Humanities and Social Sciences School of Management - Business Management Antonios Simintiras 0000-0003-2173-046X 1 Alan Watkins 0000-0003-3804-1943 2 Kemefasu Ifie 3 Konstantinos Georgakas 4
title Individual and contextual influences on the affective commitment of retail salespeople
spellingShingle Individual and contextual influences on the affective commitment of retail salespeople
Antonios Simintiras
Alan Watkins
Kemefasu Ifie
title_short Individual and contextual influences on the affective commitment of retail salespeople
title_full Individual and contextual influences on the affective commitment of retail salespeople
title_fullStr Individual and contextual influences on the affective commitment of retail salespeople
title_full_unstemmed Individual and contextual influences on the affective commitment of retail salespeople
title_sort Individual and contextual influences on the affective commitment of retail salespeople
author_id_str_mv d3c46a073ffe3313d271449b1b635874
81fc05c9333d9df41b041157437bcc2f
09592380c66ef800c51fb2b6e6071a1e
author_id_fullname_str_mv d3c46a073ffe3313d271449b1b635874_***_Antonios Simintiras
81fc05c9333d9df41b041157437bcc2f_***_Alan Watkins
09592380c66ef800c51fb2b6e6071a1e_***_Kemefasu Ifie
author Antonios Simintiras
Alan Watkins
Kemefasu Ifie
author2 Antonios Simintiras
Alan Watkins
Kemefasu Ifie
Konstantinos Georgakas
format Journal article
container_title Journal of Marketing Management
container_volume 28
container_issue 11-12
container_start_page 1377
publishDate 2012
institution Swansea University
issn 0267-257X
1472-1376
doi_str_mv 10.1080/0267257X.2012.691529
college_str Faculty of Humanities and Social Sciences
hierarchytype
hierarchy_top_id facultyofhumanitiesandsocialsciences
hierarchy_top_title Faculty of Humanities and Social Sciences
hierarchy_parent_id facultyofhumanitiesandsocialsciences
hierarchy_parent_title Faculty of Humanities and Social Sciences
department_str School of Management - Business Management{{{_:::_}}}Faculty of Humanities and Social Sciences{{{_:::_}}}School of Management - Business Management
document_store_str 0
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description <p>Salesperson characteristics as well as managerial approaches have been found to play an important role in the development of positive attitudes by salespersons towards an organisation. This study integrates these two research areas to investigate the personal and contextual antecedents of affective organisational commitment of retail salespeople. Fit theory and the literature on person-situation interaction provide the theoretical basis for explaining how salesperson selling skills, job liking and empowerment individually and jointly influence affective commitment. A multilevel modelling approach is used to analyse data from 105 sales managers and 419 salespeople. Findings reveal that salespersons&rsquo; affective commitment is influenced by their selling skills, degree of job liking, tenure and empowerment. The results also indicate that the impact of selling skills on affective commitment is higher when empowerment is high. Based on the study&rsquo;s findings, implications for managing salespeople as well as limitations and suggestions for future research are offered.</p>
published_date 2012-12-31T03:08:28Z
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score 11.013686

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