Combining Head and Heart in Complex Organizations: A Test of Etzioni's Dual Compliance Structure Hypothesis
- 1 December 1991
- journal article
- research article
- Published by SAGE Publications in Human Relations
- Vol. 44 (12), 1255-1272
- https://doi.org/10.1177/001872679104401202
Abstract
This study examines the influence of both calculative and moral involvement on the organizational commitment and task performance of a random sample of 121 direct-sales distributors. Based on data gathered from these distributors, organizational commitment is found to be positively related to distributor task performance. Similarly, calculative and moral involvement are found to be positively related to organizational commitment. While organizational commitment and calculative involvement are positively related to distributor task performance, there is a statistically significant negative relationship between moral involvement and distributor task performance. Results also indicate that, although time spent selling products is significantly related to successful distributor task performance, time spent personally recruiting new distributors is not related to successful distributor task performance. The results of the study support Etzioni's dual compliance structure hypothesis of organizational involvement.Keywords
This publication has 17 references indexed in Scilit:
- Organizational CommitmentWork and Occupations, 1983
- Markets, Bureaucracies, and ClansAdministrative Science Quarterly, 1980
- Building Organizational Commitment: The Socialization of Managers in Work OrganizationsAdministrative Science Quarterly, 1974
- Unit performance, situational factors, and employee attitudes in spatially separated work unitsOrganizational Behavior and Human Performance, 1974
- Investments and Involvements as Mechanisms Producing Commitment to the OrganizationAdministrative Science Quarterly, 1971
- Organizational Involvement and Commitment to Organization and ProfessionAdministrative Science Quarterly, 1970
- Commitment and Social Organization: A Study of Commitment Mechanisms in Utopian CommunitiesAmerican Sociological Review, 1968
- The Use of Religious Revival Techniques to Indoctrinate Personnel: The Home-Party Sales OrganizationsThe Sociological Quarterly, 1968
- Incentive Systems: A Theory of OrganizationsAdministrative Science Quarterly, 1961
- Dimensions of Organizational CommitmentAdministrative Science Quarterly, 1960