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A work commitment typology of sales representatives in the college textbook industry

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Abstract

The paper presents the results of an empirical study designed to develop a work commitment typology of sales representatives based on the combination of scores for job involvement and organizational commitment. Four types are identified and profiled: the totally involved, the organizational prone, the job prone, and the unattached. A multiple discriminant analysis suggests the sales representative's view of work-related characteristics to be more useful than personal characteristics in predicting work commitment type. Strategies for influencing the predominant types are provided.

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Authors and Affiliations

  1. Austin Peay State University, USA

    Carmen C. Reagan

  2. Mississippi State University, USA

    Duane I. Miller

Authors
  1. Carmen C. Reagan
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  2. Duane I. Miller
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Reagan, C.C., Miller, D.I. A work commitment typology of sales representatives in the college textbook industry. J Bus Psychol 3, 459–464 (1989). https://doi.org/10.1007/BF01020713

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  • DOI: https://doi.org/10.1007/BF01020713

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