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http://dx.doi.org/10.29214/damis.2018.37.1.001

The Effects of Sales Performance on Salesperson's Job Satisfaction, Organizational Commitment and Need for Achievement  

Gu, Ja-Won (Dept. of Global Business, Sungshin Women's University)
Publication Information
Management & Information Systems Review / v.37, no.1, 2018 , pp. 1-18 More about this Journal
Abstract
This research performed the empirical test for the effects of sales performance on salesperson's job satisfaction, organizational commitment, and need for achievement using 375 salesperson samples in Korea. Analyzed direct effects among the factors and mediation effects of organizational commitment and need for achievement as well. Results showed that job satisfaction have a significant positive (＋) impact on organizational commitment and sales performance, and organizational commitment significant positive influence on need for achievement. However, organizational commitment have no significant effect on sales performance. Need for achievement have a significant direct effect on sales performance positively and have mediation effect between organizational commitment and sales performance. For the mediating effect, organizational commitment have significant result between job performance and need for achievement, but have no significance between job performance and sales performance. This paper suggest that the implications. First, this research exam integrated and detailed analyze for job satisfaction, organizational commitment, need for achievement, and sales performance including the results of verified in precedent study. Second, identify job satisfaction and need for achievement are important factors on salesperson's performance and find out through the empirical test the importance having balance of satisfaction of salesperson's own job and need for achievement in the sales field rather than consider only organizational commitment. Third, in the existing research, high need for achievement increase organizational commitment as a predictor of organizational commitment factor. In this research, claim that organizational commitment also become as a predictor of need for achievement and high organizational commitment make need for achievement higher. Consequently, need for achievement and organizational commitment be interact with each other and significant effect on sales performance of sales force.
Keywords
Sales; Sales performance; Job satisfaction; Organizational commitment; Need for achievement; salesperson;
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Times Cited By KSCI : 1  (Citation Analysis)
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