... industries in India. Latent moderated structural equation modeling was utilized to test the proposed model. The results suggest that guilt proneness positively influences the likelihood that a salesperson adopts a relational orientation, which has a direct effect on individual effort and an indirect...

..., it is a matter of calculative commitment. By applying this more abstract level, the specific nature of the emotional reward from the relationship can vary substantially yet still within the framework of affective commitment. © Emerald Group Publishing Limited 2012 Relational orientation Balance...