AN INVESTIGATION INTO THE ANTECEDENTS OF ORGANIZATIONAL CITIZENSHIP BEHAVIORS IN A PERSONAL SELLING CONTEXT

The authors report the results of two studies that attempt to model an tecedents of organizational citizenship behaviors in a personal sellin g context. They draw the antecedents from extant research and propose that the willingness to perform organizational citizenship behaviors i s related to the job-related perceptions of the degree of organization al fit between the salesperson and his or her firm, level of leadershi p support, perceived fairness in reward allocation (i.e., distributive justice), and job satisfaction. They hypothesize and test direct and indirect relations with these constructs and organizational citizenshi p behaviors. Most of these relations were significant across the two s tudies.