THE EFFECTS OF LEADER-MEMBER EXCHANGE AND ORGANIZATIONAL IDENTIFICATION ON PERFORMANCE AND TURNOVER AMONG SALESPEOPLE

被引：50
|
作者：
DeConinck, James B. [1 ]
机构：
[1] Western Carolina Univ, Ctr Profess Selling & Mkt, Cullowhee, NC 28723 USA
来源：
JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT | 2011年 / 31卷 / 01期
关键词：
D O I：
10.2753/PSS0885-3134310102
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
Sales force performance and turnover are two of the most critical issues encountered by organizations. This study tested a model examining the effects of leader-member exchange (LMX) and organizational identification on the performance and turnover among a sample of 356 salespeople. The results found that LMX, organizational identification, and performance are related indirectly to turnover through organizational commitment. LMX was related directly to performance. Implications of the results for both practitioners and academicians are discussed.
引用
收藏
页码：21 / 34
页数：14
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