Redefining performance of direct sales people
South African Journal of Business Management
| Field | Value | |
| Title | Redefining performance of direct sales people | |
| Creator | Msweli-Mbanga, P. Lin, Chen T. | |
| Description | The purpose of this study is to broaden the definition of performance to include extra-role and in-role aspects in the conceptualisation of performance in direct selling. Using exploratory and confirmatory factor analysis, the authors first report the development of the extra-role performance scale. A model of extra-role performance consisting of five dimensions including individual initiative, helping behaviour, self-development, organisational loyalty and organisational compliance was identified. Nomological validity of the newly developed scale was established by relating the dimensions of extra-role performance to the in-role performance measure. The authors discuss the implications of their findings and suggest avenues for further research. | |
| Publisher | AOSIS | |
| Date | 2003-09-30 | |
| Identifier | 10.4102/sajbm.v34i3.685 | |
| Source | South African Journal of Business Management; Vol 34, No 3 (2003); 29-40 2078-5976 2078-5585 | |
| Language | eng | |
| Relation |
The following web links (URLs) may trigger a file download or direct you to an alternative webpage to gain access to a publication file format of the published article:
https://sajbm.org/index.php/sajbm/article/view/685/617
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