標題: Organizational justice in the sales force: A literature review with propositions
作者: Chang, CC
Dubinsky, AJ
管理科學系
Department of Management Science
關鍵字: industrial-selling;salesperson performance;organizational justice
公開日期: 2005
摘要: Many factors have been identified as having an Impact Oil salespeople's work Outcomes. Although a plethora of empirical research has determined that organizational justice influences employees' job-related responses, minimal attention has been given to the effects of organizational justice in a selling context. The nature of the sales position, as well as the fact that organizational justice is managerially controllable, Suggests that this variable warrants research attention. The purpose of this paper is to elucidate the concept of organizational justice and develop propositions regarding linkages among components of this variable and salespeople's performance, job satisfaction, extra-role behavior, organizational commitment, and intention to quit. Implications for sales managers and researchers are also offered.
URI: http://hdl.handle.net/11536/14420
http://dx.doi.org/10.1300/J033v12n01_03
ISSN: 1051-712X
DOI: 10.1300/J033v12n01_03
期刊: JOURNAL OF BUSINESS-TO-BUSINESS MARKETING
Volume: 12
Issue: 1
起始頁: 35
結束頁: 71
顯示於類別:期刊論文


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  1. 000235799000002.pdf