ABSTRACT
Support from salespersons is critical to corporate change initiatives. Their commitment to participate in the change needs to be taken into consideration if the company does not want its earnings to fall, especially if policy changes occur frequently. This research model was tested by a sample of 123 sales force employees of an Internet service provider company in Surabaya, Indonesia, by using Partial Least Squares (PLS). The study proved that job autonomy and self-efficacy can impact on three types of commitment: affective commitment, normative commitment and continuance commitment. These commitments affect their responsiveness to customer needs. In addition, interesting results indicate commitment has no significant effect on sales performance.
