Abstract

GASTELU DORADO, Estefania Nicol  and  ARCE DURAN, Paola Andrea. ORGANIZATIONAL COMMITMENT AND PSYCHOLOGICAL CONTRACT IN THE SALES PERSONNEL OF A BEAUTY PRODUCT DISTRIBUTOR ORGANIZATION. Ajayu [online]. 2021, vol.19, n.1, pp.20-58. ISSN 2077-2161.

The purpose of the descriptive-correlational research was to know the relationship of the variables Organizational Commitment from the model of Meyer and Allen (1991) and Psychological Contract with the model of Rosseau (2000), in a sample made up of 122 participants, which belong to the sales area of a beauty product distribution organization, this being the staff that generates the greatest source of income and is the cornerstone of the organization. The correlation between variables revealed that the types of Contract that have a highly significant correlation with Organizational Commitment are Relationship and Balanced. On the other hand, the type of Transitional Contract does not have a significant correlation with the Organizational Commitment. In addition, it was observed that the Organizational Commitment in the sample is Medium High and the dimension with the highest percentage is Continuation, followed by Affective. In relation to the type of Psychological Contract, the one that is found in a higher percentage in this population is the Relational Contract, on the other hand, in relation to the sociodemographic and organizational variables, interesting results were found, for example, in terms of age and Organizational Commitment, the results reflected that older employees indicated that they were more committed than younger ones, as observed in previous studies, except in the Affective dimension.

Keywords : Organizational Commitment; Psychological Contract; Sales Personnel.

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