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Comparing correlates of organizational citizenship versus in‐role behavior of sales representatives in India

Unnikammu Moideenkutty (Assistant Professor in Department of Management, College of Commerce and Economics, Sultan Qaboos University, PO Box 20, Postal Code 123, Al Khod, Sultanate of Oman)
Gary Blau (Professor and Chair of Department of Human Resource Administration, Fox School of Business, Temple University, Philadelphia, PA 19122)
Ravi Kumar (Professor of Human Resource Management, Indian Institute of Management Bangalore, Bangalore‐560076, India)
Ahamdali Nalakath (Managing Director of Cornucopia‐Asia Ltd., Bangalore, India)

International Journal of Commerce and Management

ISSN: 1056-9219

Article publication date: 28 February 2006

765

Abstract

Using a sample of 103 Indian supervisor‐pharmaceutical sales representative dyads, this study hypothesized that procedural justice, distributive justice, perceived organizational support, and communication satisfaction with supervisor would have a stronger positive relationship to organizational citizenship behavior than to in‐role behavior. Supportive result was found for one variable, i.e., communication satisfaction with supervisor had a stronger relationship to organizational citizenship behavior.

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Citation

Moideenkutty, U., Blau, G., Kumar, R. and Nalakath, A. (2006), "Comparing correlates of organizational citizenship versus in‐role behavior of sales representatives in India", International Journal of Commerce and Management, Vol. 16 No. 1, pp. 15-28. https://doi.org/10.1108/10569210680000204

Publisher

:

Emerald Group Publishing Limited

Copyright © 2006, Emerald Group Publishing Limited

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