Title

The effects of mentoring on salesperson commitment

Abstract

This paper examines the impact of having a mentor on mentoree affective, continuance and normative commitment to the organization and occupation. Hypotheses are developed comparing salespeople with and without mentors, and mentorees with mentors inside and outside of the organization. Data was collected from a national sample of salespeople. The results indicate that having a mentor is positively associated with mentoree affective and normative organizational commitment, and affective, continuance and normative occupational commitment. Results also indicate that organizational mentors, as opposed to external mentors, are more strongly associated with mentoree affective and normative organizational commitment. Finally, organizational mentors do not have a greater impact on the facets of mentoree occupational commitment than mentors outside of the organization.

Department(s)

Marketing

Document Type

Article

DOI

https://doi.org/10.1016/j.jbusres.2012.03.001

Keywords

mentoring, organizational commitment, occupational commitment, salesperson

Publication Date

2013

Journal Title

Journal of Business Research

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