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Start Over Author "Lee, Keun S." Journal journal of the academy of marketing science
1 results on '"Lee, Keun S."'

1. Commitment and involvement: assessing a salesforce typology

Author

Ingram, Thomas N., Lee, Keun S., and Lucas, George H., Jr.

Subjects
Human resource management -- Research, Sales personnel -- Beliefs, opinions and attitudes, Commitment (Psychology) -- Research, Advertising, marketing and public relations, Business
Abstract

Varying levels of organizational commitment and job involvement generate a salesperson typology which is empirically assessed. Ten hypotheses are tested using a national sample of 235 industrial salespeople. Eight of the hypotheses are supported. Significant differences in salesperson effort, performance and turnover propensities are identified for four salesperson categories. (Reprinted by permission of the publisher.)

Published
1991

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