PSYCHOLOGICAL CLIMATE AND AFFECTIVE COMMITMENT AS ANTECEDENTS OF SALESPERSONS JOB INVOLVEMENT

The objective of this paper was to explore the relationship between psychological climate and affective commitment as predictors of sales persons level of job performance through the latters level of job involvement and job satisfaction. To that end, a latent variable model (LVM) was conceptualized which was analyzed through structural equation modeling (SEM) techniques. For this purpose, a survey instrument was administered to a dyad of sales managers and their subordinates. Data thus obtained from the sample (N = 357) was investigated through multivariate statistical techniques. The results obtained were recorded and implications for theory and practice vis-à-vis managing sales persons job performance were discussed. A section on the research limitations and future scope was also included