Committed Salesforce: An Investigation into Personality Traits

  •  Hisham Hawass    


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.

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