The Effects of Mentoring on Salesperson Commitment
Marketing and Professional Sales
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.
Hartmann, N. N., Rutherford, B. N., Hamwi, G., & Friend, S. B. (2013). The effects of mentoring on salesperson commitment. Journal Of Business Research, 66(11), 2294-2300.