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The effects of mentoring on salesperson commitment

Author

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  • Hartmann, Nathaniel N.
  • Rutherford, Brian N.
  • Hamwi, G. Alexander
  • Friend, Scott B.

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.

Suggested Citation

  • Hartmann, Nathaniel N. & Rutherford, Brian N. & Hamwi, G. Alexander & Friend, Scott B., 2013. "The effects of mentoring on salesperson commitment," Journal of Business Research, Elsevier, vol. 66(11), pages 2294-2300.
    • Handle: RePEc:eee:jbrese:v:66:y:2013:i:11:p:2294-2300
    DOI: 10.1016/j.jbusres.2012.03.001
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    References listed on IDEAS

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    1. Joshi, Ashwin W. & Randall, Sheila, 2001. "The indirect effects of organizational controls on salesperson performance and customer orientation," Journal of Business Research, Elsevier, vol. 54(1), pages 1-9, October.
    2. Rutherford, Brian & Boles, James & Hamwi, G. Alexander & Madupalli, Ramana & Rutherford, Leann, 2009. "The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors," Journal of Business Research, Elsevier, vol. 62(11), pages 1146-1151, November.
    3. Jaramillo, Fernando & Mulki, Jay Prakash & Marshall, Greg W., 2005. "A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research," Journal of Business Research, Elsevier, vol. 58(6), pages 705-714, June.
    4. Schwepker, Charles Jr., 2001. "Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforce," Journal of Business Research, Elsevier, vol. 54(1), pages 39-52, October.
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    Cited by:

    1. Hyung Rok Woo, 2017. "Exploratory Study Examining the Joint Impacts of Mentoring and Managerial Coaching on Organizational Commitment," Sustainability, MDPI, vol. 9(2), pages 1-15, January.
    2. Locander, David A. & Darrat, Mahmoud A. & Babin, Barry J., 2023. "Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes," Journal of Business Research, Elsevier, vol. 154(C).
    3. Baran, Małgorzata & Zarzycki, Roland, 2021. "Key effects of mentoring processes — multi-tool comparative analysis of the career paths of mentored employees with non-mentored employees," Journal of Business Research, Elsevier, vol. 124(C), pages 1-11.
    4. Tai Ming Wut & Jing (Bill) Xu & Stephanie Wing Lee, 2022. "Does Gender Matter? Effect of Colleagues’ Support on Work Engagement of Salespeople," Sustainability, MDPI, vol. 14(12), pages 1-13, June.
    5. Miao Li & Luluo Peng & Guijun Zhuang, 2020. "Sales Control Systems and Salesperson Commitment: The Moderating Role of Behavior Uncertainty," Sustainability, MDPI, vol. 12(7), pages 1-18, March.

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