Work Ethic, Locus of Control and Salesforce Task Performance
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Date
2005
Authors
Journal Title
Journal ISSN
Volume Title
Publisher
Journal of African Business
Abstract
This study explores the relationship between work ethic, locus of control and salesforce task performance. Using data from
Uganda retail firms, this study finds that work ethic was a significant positive predictor of salesforce task performance. Further, there was a significant relationship between the different behavioural families of work-related activity work withdrawal behaviours, organizational retaliation behaviours and salesforce task performance. Results from regression analysis indicate that organizational retaliation behaviours and work withdrawal behaviours are important factors for explaining declining
performance of salespeople in Uganda retail firms. Managers aiming to improve salesforce task performance should recruit individuals with a strong work ethic. Additionally, retail managers need to reduce work withdrawal and organizational retaliation behaviours so as to increase salesforce task performance.
Description
Keywords
Work ethic, locus of control, organizational retaliation behaviours, work withdrawal behaviours, job withdrawal behaviours
Citation
Joseph Mpeera Ntayi DipM, BCom, MBA (2005) Work Ethic, Locus of Control and Salesforce Task Performance, Journal of African Business, 6:1-2, 155-176, DOI: 10.1300/J156v06n01_09