Exploring the Distinctive Nature of Work Commitments: Their Relationships with Personal Characteristics, Job Performance, and Propensity to Leave

Abstract

This study explores personal characteristics as antecedents to three types of work commitment: job, organizational, and career. Also, the relationships between these work commitments and key sales outcomes (performance and propensity to leave the organization) are assessed. We demonstrate the distinctive nature of these three work commitments while reducing the concept redundancy found between them and other forms of work commitment. The results indicate that each form of work commitment is uniquely related to a set of personal characteristics and sales outcomes. We also provide suggestions for future research and implications for sales managers.