Please use this identifier to cite or link to this item: http://scholarbank.nus.edu.sg/handle/10635/45092
Title: Exploring the organizational commitment- Performance linkage in marketing: A study of life insurance salespeople
Authors: Leong, S.M. 
Randall, D.M.
Cote, J.A.
Issue Date: 1994
Source: Leong, S.M.,Randall, D.M.,Cote, J.A. (1994). Exploring the organizational commitment- Performance linkage in marketing: A study of life insurance salespeople. Journal of Business Research 29 (1) : 57-63. ScholarBank@NUS Repository.
Abstract: This study explores the impact of organizational commitment on performance in a marketing context. A model is set forth in which organizational commitment is associated with performance through higher levels of exertion (working hard) and well-directed effort (working smart). Hypothesized relationships are tested using survey responses from a sample of life insurance agents in Singapore. Results revealed the influence of organizational commitment was mediated by working hard and to a lesser extent, working smart. A strong positive relationship was detected between working hard and performance. Implications of the findings are discussed and directions for future research suggested. © 1994.
Source Title: Journal of Business Research
URI: http://scholarbank.nus.edu.sg/handle/10635/45092
ISSN: 01482963
Appears in Collections:Staff Publications

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