Significance of the Research
The number of consultants employed by financial services has increased markedly in recent years making their job performance particularly important to organizational success. However, prior literature on commitment and PSFs has been quiet in regard to the impact of consultants’ commitment behaviors on organizational performance. This may be largely attributed to the challenge of gaining access to service firms so as to study committed interactions between consultant and customer. Not surprisingly, consultants are reluctant to share their effective work behaviors and secrets of success in locking-in customers.
KeywordsOrganizational Commitment Financial Service Organizational Performance Customer Relationship Management Service Firm
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