PSYCHOLOGICAL CLIMATE AND AFFECTIVE COMMITMENT AS ANTECEDENTS OF SALESPERSONS’ JOB INVOLVEMENT

  • Soumendu Biswas Assistant Professor, Management Development Institute, Mehrauli Road, Sukhrali, Gurgaon (Haryana)
Keywords: Sales, Job, Psychology

Abstract

The objective of this paper was to explore the relationship between psychological climate and affective
commitment as predictors of sales persons level of job performance through the latters level of job
involvement and job satisfaction. To that end, a latent variable model (LVM) was conceptualized which was
analyzed through structural equation modeling (SEM) techniques. For this purpose, a survey instrument was
administered to a dyad of sales managers and their subordinates. Data thus obtained from the sample (N =
357) was investigated through multivariate statistical techniques. The results obtained were recorded and
implications for theory and practice vis-à-vis managing sales persons job performance were discussed. A
section on the research limitations and future scope was also included.

Published
2020-04-09
How to Cite
Soumendu Biswas. (2020). PSYCHOLOGICAL CLIMATE AND AFFECTIVE COMMITMENT AS ANTECEDENTS OF SALESPERSONS’ JOB INVOLVEMENT. Management Insight, 7(2), 1-8. Retrieved from http://journals.smsvaranasi.com/index.php/managementinsight/article/view/506
Issue
Vol. 7 No. 2 (2011): Management Insight
Section
Articles