PREDICTORS OF ORGANIZATIONAL CITIZENSHIP BEHAVIOR AMONG MEXICAN RETAIL SALESPEOPLE

Abstract

The present study examined multiple antecedents of organizational citizenship behaviors (OCB) in a Mexican sample of retail salespeople. Although a quota based measure of sales performance was correlated with OCB, the correlation was relatively low. However, personality and attitude measures, with conscientiousness having the cleanest relationship, were significantly correlated with OCB. A situational judgment measure was significantly correlated with sales performance. These findings indicate that individual personality facets may be stable predictors of OCB in Mexican samples.

Citation

O'Connell, M.S., Doverspike, D., Norris‐Watts, C. and Hattrup, K. (2001), "PREDICTORS OF ORGANIZATIONAL CITIZENSHIP BEHAVIOR AMONG MEXICAN RETAIL SALESPEOPLE", The International Journal of Organizational Analysis, Vol. 9 No. 3, pp. 272-280. https://doi.org/10.1108/eb028936