Role Space, Organizational Commitment and Perception about the Organization among Retail/Sales Professionals in Saudi Arabia

Main Article Content

Azeem Syed Mohammad


This study examines the relationship between role space and organizational commitment among the sales professionals in the Kingdom of Saudi Arabia. Moreover, the study also examines the relationship between organizational commitment and employee perception about the organization they work for. The data were obtained from 148 sales and retail professionals. The gathered data were then analyzed by using suitable statistical tools. The results demonstrate that role space is significantly and negatively related to overall commitment among the selected respondents. Employee perception of the organization is found significantly positively related to affective commitment, normative commitment, and overall commitment. Regression analysis indicates that the change in overall OC is explained by 43.5% resulting from a change in the selected independent variables.


Download data is not yet available.

Article Details

Mohammad, A. S. (2018). Role Space, Organizational Commitment and Perception about the Organization among Retail/Sales Professionals in Saudi Arabia. SEISENSE Journal of Management, 1(1), 38-48.
Research Articles

Copyright (c) 2018 Azeem Syed Mohammad

Creative Commons License

This work is licensed under a Creative Commons Attribution 4.0 International License.

Adıgüzel, O. (2012). İşle ilgili stres, rol çatışması ve rol belirsizliğinin beklenen personel devri üzerine etkisi: hemşireler üzerinde bir uygulama. Uluslararası Alanya İşletme Fakültesi Dergisi, 4(3), 163- 169.

Al Omar, A. Lolli, J. Chen-McCain, S. & Dickerson, J. (2011). A comparison between full and part-time lodging employees on job satisfaction, organizational commitment, and job performance. International CHRIE Conference- Refereed Track. Paper 6.

Allen, N.J., & Meyer, J.P. (1990). The measurement and antecedents of affective, continuance and normative commitment to the organisation. Journal of Occupational Psychology, 63, 1-18.

Allen, N.J., & Meyer, J.P. (1996). Affective, continuance, and normative commitment to the organisation: An examination of construct validity. Journal of Vocational Behavior, 49, 252-276.

Babakus, E.; Cravens, D. W.; Johnston, M. & Moncrief, W. C. (1996). Examining the role of organisational variables in the salesperson job satisfaction model. The Journal of Personal Selling & Sales Management, 16(3), 33-42.

Barksdale Jr., HC, Bellenger, DN, Boles, JS & Brashear, TG (2003).The impact of realistic job previews and perceptions of training on sales force performance and continuance commitment: a longitudinal test. Journal of Personal Selling & Sales Management, 26(3), 125-138.

Behrman, D. N. & Perreault, W.D., Jr. (1982). Measuring the performance of industrial salespersons. Journal of Business Research, 10 (3), 355-370.

Bettencourt, L.A., & Brown, S.W. (2003). Role stressors and customer-oriented boundary-spanning behaviors in service organizations. Journal of the Academy of Marketing Science, 31(4), 394–408, doi: 10.1177/0092070303255636,

Bhalla.P & Zafar, S (2013).A study of ORS and organizational commitment in organized retail sector. Research Journal of Economics and Business Studies, 2(11), 38-49.

Boles, J., Madupalli, R., Rutherford, B, & Wood, J. (2007). The relationship of facets of salesperson job satisfaction with affective organizational commitment. Journal of Business & Industrial Marketing, 22(5), 311 – 321.

Brown, S. P. & Peterson, R. A. (1993). Antecedents and consequences of salesperson job satisfaction: meta-analysis and assessment of causal effects. Journal of Marketing Research, 30(1), 63-77.

Cook, J. D., & Wall, T. D. (1980). New work attitude measures of trust, organisational commitment and personal need non-fulfilment. Journal of Occupational Psychology, 53(1), 39-52, doi: 10.1111/j.2044-8325.1980.tb00005.x

Fisher, C. D., & Gitelson, R. (1983). A meta-analysis of the correlates of role conflict and ambiguity. Journal of Applied Psychology, 68(2), 320-333.

Hom, P.W.,Katerberg, R., & Hulin, C.L. (1979). Comparative examination of three approaches to the prediction of turnover. Journal of Applied Psychology, 64(3), 280-290.

Hunter, J. E., Schmidt, F. L., & Jackson, G. B. (1982). Meta-analysis: Cumulating research findings across studies. Beverly Hills, C.A: Sage.

Jackson, S. E. & Schuler, R. S. (1985). A meta-analysis and conceptual critique of research on role ambiguity and role conflict in work settings. Organizational Behavior and Human Decision Processes, 36(1), 16-78.

Karatepe, O, & Uludağ, O. (2008). Role stress, burnout and their effects on frontline hotel employees’ job performance: evidence from Northern Cyprus. International Journal of Tourism Research, 10(2), 111– 126, doi: 10.1002/jtr.645

Katz, D. & Kahn, R. L. (1966). The social psychology of organizations. New York: John Wiley and Sons.

Ketchand, A. A., & Strawser, J. R. (1998). The existence of multiple measures of organizational commitment and experience-related differences in a public accounting setting. Behavioral Research in Accounting, 10, 109-137.

Ketchand, A.A., & Strawser, J.R. (2001). Multiple dimensions of organizational commitment: implications for future accounting research. Behavioral Research in Accounting, 13(1), 221-51.

Lee, T. W., & Johnson, D. R. (1991). The effects of work schedule and employment status on the organizational commitment and job satisfaction of full versus part-time employees. Journal of Vocational Behavior, 38(2), 208-224.

Leong, C. S, Furnham, A., & Cooper, C. L. (1996). The moderating effect of organizational commitment on the occupational stress outcome relationship. Human Relations, 49(10), 1345-1363.

Lopopolo, R. B. (2002). The relationship of role related variables to job satisfaction and commitment to the organization in a restructured hospital environment. Physical Therapy, 82(10), 984-999.

MacKenzie, S, B.; Podsakoff, P. M. & Fetter, R. (1991). Organizational citizenship behaviour and objective productivity as determinants of managerial evaluations of salespersons’ performance. Organizational Behavior and Human Decision Processes, 50(1), 123-150.

Madare, J.M., Dawson, M. & Nael, J. A. (2013). Hotel managers’ perceived diversity climate and job satisfaction: The mediating effects of role ambiguity and conflict. International Journal of Hospitality Management, 35, 28-34.

Mahfouz, J. (2011). Role ambiguity and role conflict as mediators of the relationship between socialization and organizational commitment. International Business Research, 4(3), 171-181, doi:10.5539/ibr.v4n3p171

Martin, T. N. & Hafer, J. C. (1995). The multiplicative interaction effects of job involvement and organizational commitment on the turnover intentions of full-time and part-time employees. Journal of Vocational Behavior, 46(3), 310–331.

Mathieu, A., Bruvold, N.T. & Ritchey, P.N. (2000). Subcultural research on organizationa commitment with the 15 OCQ invariant instrument. Journal of Personal Selling & Sales Management, 20(3), 129-38.

Mathieu, J.E., & Zajac, D.M. (1990). A review and meta-analysis of the antecedents, correlates, and consequences of organisational commitment. Psychological Bulletin, 108(2), 171-194.

Meyer, J. P., & Allen, N. J. (1997). Commitment in the Workplace: Theory, Research, and Application. Thousand Oaks, California: Sage Publications, Inc.

Mowday, R.T., Steers, R.M., & Porter, L.W. (1979). The measurement of orgnizational commitment. Journal of Vocational Behavior, 14(2), 224-247.

Peters, T. & Waterman, R., (1982). In Search of Excellence. New York, USA: Harper & Row.

Pettijohn, L. S., Pettijohn, C. E., & Taylor, A. J. (2009). Retail sales training: activities and effects on job satisfaction, organizational commitment, turnover and customer orientation. Marketing Management Journal, 19(1), 46-57.

Porter, L. W., Crampton, W.J., & Smit, F.J. (1976). Organizational commitment and managerial turnover: A longitudinal study. Organizational Behavior and Human Performance, 15(1), 87-98.

Riketta, M. (2002). Attitudinal organizational commitment and job performance: a meta-analysis. Journal of Organizational Behavior, 23(3), 257-266

Rizzo, J. R., House, R. J., & Lirtzman, S. I. (1970). Role conflict and ambiguity in complex organisation. Administrative Science Quarterly, 15, 150-164.

Robbins, S.P. (2005). Essentials of organizational behavior (8th Ed.). Pearson Prentice Hall, NJ.

S. Qazi & A. Nazneen (2016). Comparative study of organizational role stress and organizational commitment among the university faculty members of India and Saudi Arabia. European Scientific Journal,12(31),108-127, doi: 10.19044/esj.2016.v12n31p108

Scholl, R. W. (1981). Differentiating commitment from expectancy as a motivating force. Academy of Management Review, 6(4), 589-599.

Sharma, S., Netemeyer, R. G., & Mahajan, V. (1990). In Search of Excellence Revisited: An Empirical Evaluation of Peters and Waterman's Attributes of Excellence. In Bearden, W. O., & Parasuraman, A. (Eds.), Enhancing Knowledge Development in Marketing, (322-328). Chicago, American Marketing Association.

Singh, J. (1998). Striking a balance in boundary spanning positions: an investigation of some unconventional influences of role stressors and job characteristics on job outcomes of salespeople. Journal of Marketing, 62(3), 69-86.

Stallworth, H.L. (2004). Antecedents and consequences of organizational commitment to accounting organizations. Managerial Auditing Journal, 19 (7), 945-955.

Welch, D. and Welch, L. (2006). Commitment for hire? The viability of corporate culture as a MNC control mechanism. International Business Review, 15(1), 14-28.