Salesperson Perceptions of Equity and Justice and Their Impact on Organizational Commitment and Intent to Turnover

Abstract

The purpose of this study was to investigate the role that perceptions of equity and justice play in sales force commitment to the organization and intent to turnover. The sample chosen for the present analysis were outside salespeople. Results indicated that facets of both internal and external equity were significant factors in explaining organizational commitment and intent to turnover. And, contrary to previous fmdings (Folger and Konovsky and 1989; McFarlin and Sweeney 1992 and others), distributive justice was more important to organizational commitment and intent to turnover than procedural justice. The above findings have important implications for sales force management and future research endeavors.