Committed Salesforce: An Investigation into Personality Traits

摘要

This study aims to uncover the pre-dispositional roots of organizational commitment. More specifically, the purpose of the study is to investigate whether affective and continuance dimensions of organizational commitment are delibrately influenced by a defined set of personality traits. The study applies well-established measurements of organizational commitment and personality traits on a sample of sales representatives in six major Egyptian pharmaceuticals. The findings reveal that organizational commitment is an attitude which is influenced by the sales man’s personality traits, although cultural differences may affect the way personality traits influence commitment at work.