Leadership behavior and organizational commitment: A comparative study of American and Indian salespersons

被引:42
作者
Agarwal, S [1 ]
DeCarlo, TE
Vyas, SB
机构
[1] Iowa State Univ, Dept Mkt, Ames, IA 50011 USA
[2] MARC Grp, New Delhi, India
关键词
D O I
10.1057/palgrave.jibs.8490836
中图分类号
F [经济];
学科分类号
02 ;
摘要
Many studies have examined the impact of leadership behaviors on salespersons' organizational commitment. Unfortunately, little is known about how leadership behaviors impact salespersons' organizational commitment in countries other than United States. The lack of re-search is problematic given that many firms today operate globally. This study fills the gap and presents I a framework for understanding the role of culture on relationships between leadership behaviors and organizational commitment.
引用
收藏
页码:727 / 743
页数:17
相关论文
共 47 条
[1]   FROM THE ATLANTIC TO THE PACIFIC CENTURY - CROSS-CULTURAL MANAGEMENT REVIEWED [J].
ADLER, NJ ;
DOKTOR, R ;
REDDING, SG .
JOURNAL OF MANAGEMENT, 1986, 12 (02) :295-318
[2]   CROSS-CULTURAL MANAGEMENT RESEARCH - THE OSTRICH AND THE TREND [J].
ADLER, NJ .
ACADEMY OF MANAGEMENT REVIEW, 1983, 8 (02) :226-232
[3]   IS ORGANIZATION CULTURE CULTURE BOUND [J].
ADLER, NJ ;
JELINEK, M .
HUMAN RESOURCE MANAGEMENT, 1986, 25 (01) :73-90
[5]  
Agarwal S., 1993, Journal of Personal Selling Sales Management, V13, P49
[6]   A REWARD MEASUREMENT MODEL OF ORGANIZATIONAL BUYING BEHAVIOR [J].
ANDERSON, PF ;
CHAMBERS, TM .
JOURNAL OF MARKETING, 1985, 49 (02) :7-23
[7]  
[Anonymous], ORG STRUCTURE PROCES
[8]   THE MODERATOR MEDIATOR VARIABLE DISTINCTION IN SOCIAL PSYCHOLOGICAL-RESEARCH - CONCEPTUAL, STRATEGIC, AND STATISTICAL CONSIDERATIONS [J].
BARON, RM ;
KENNY, DA .
JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1986, 51 (06) :1173-1182
[9]  
Bass B.M., 1979, ASSESSMENT MANAGERS
[10]  
BATEMAN TS, 1984, ACAD MANAGE J, V27, P95, DOI 10.5465/255959