The DOI matches its Crossref record; 55 of the 55 references it cites were found in a registry or an index.
A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment
Abstract
To examine the antecedents and consequences of the development of salespeople's organizational commitment during early employment, the authors conducted a longitudinal study. The study focused on how changes in three key antecedents (leadership behavior, role stress, and job satisfaction) influence the development of commitment and how changes in commitment, in turn, affect turnover intentions and behavior. Results suggest that role ambiguity and job satisfaction (but not leadership behavior) are significant contributors to the development of organizational commitment during early employment. The results also show that organizational commitment influences turnover through its significant impact on propensity to leave.
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Cites
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Cited by
Corporate Social Responsibility, Customer Satisfaction, and Market Value
Luo, X., & Bhattacharya, C. B. (2006) · Journal of Marketing · doi:10.1509/jmkg.70.4.001 · Cited by 3,439
Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance
MacKenzie, S. B., Podsakoff, P. M., & Ahearne, M. (1998) · Journal of Marketing · doi:10.1177/002224299806200306 · Cited by 869
Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction
Challagalla, G. N., & Shervani, T. A. (1996) · Journal of Marketing · doi:10.1177/002224299606000108 · Cited by 527
Boles, J. S., Johnston, M. W., & Hair, J. F. (1997) · Journal of Personal Selling & Sales Management · doi:10.1080/08853134.1997.10754079 · Cited by 419
Self-citationBoundary Role Ambiguity: Facets, Determinants, and Impacts
Singh, J. (1993) · Journal of Marketing · doi:10.2307/1252024 · Cited by 329
Metadata
- Authors
- Johnston, M. W., Parasuraman, A., Futrell, C. M., & Black, W. C.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1990-08
- Volume
- 27
- Issue
- 3
- Pages
- 333-344
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2335090155
- Cited by
- 451
- References
- 55
- FWCI
- 15.51
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment. https://app.cochat.ai/papers/10.1177/002224379002700307
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- Johnston, M. W., Parasuraman, A., Futrell, C. M., & Black, W. C. (1990). A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment. Journal of Marketing Research. https://doi.org/10.1177/002224379002700307
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
