1887

n South African Journal of Business Management - Redefining performance of direct sales people

Volume 34, Issue 3
  • ISSN : 2078-5585

Abstract

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.

Loading full text...

Full text loading...

Loading

Article metrics loading...

/content/busman/34/3/EJC22238
2003-09-01
2019-10-15

This is a required field
Please enter a valid email address
Approval was a Success
Invalid data
An Error Occurred
Approval was partially successful, following selected items could not be processed due to error