Role theory, attitudinal constructs, and actual performance: A measurement issue

In an attempt to understand the reason for prior conflicting results, this study explicitly considered organizational level differences in the relationships between role variables and cognitive constructs. Additionally, previous research was extended beyond the use of attitudinal constructs by examination of actual performance measures. 148 salespersons from 49 sales districts in a large industrial chemical company comprised the sample. Results indicate that organizational level may not be a major factor in explaining prior conflicting studies. Moreover, no significant relationships were observed between role constructs and actual performance. Additional analyses suggest that greater conceptual and empirical independence among role and attitudinal constructs is warranted. (21 ref)