Author: Chan, Kai-wah Arnold
Title: Relationship between leadership behavior and organizational commitment of salesperson in People's Republic of China (PRC)
Degree: M.B.A.
Year: 2000
Subject: Sales personnel -- China
Organizational commitment -- China
Hong Kong Polytechnic University -- Dissertations
Department: Department of Management
Pages: viii, 78 leaves : ill. ; 30 cm
Language: English
Abstract: This study attempts to explore the impact of leadership behaviors on salespersons' organizational commitment in the People's Republic of China (PRC). Due to limited literatures and past researches are available to PRC context, I base my study on a model that has been widely used in sales literature in the Western Context. This model studies the direct relationship between two types of leadership behaviors (initiating structure and consideration) and salespersons' affective organizational commitment, and also the indirect relationship through role stress (role ambiguity and role conflict). The empirical findings show that while consideration is the major predictor of organizational commitment, both directly and indirectly through role ambiguity but not through role conflict, initiating structure behavior does not have any impact on role stress nor organizational commitment. These resemble the Western findings. However, this study finds that role conflict does not have impact on role ambiguity, that is contrary to the Western findings.
Rights: All rights reserved
Access: restricted access

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