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Human Relations
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Combining Head and Heart in Complex Organizations: A Test of Etzioni's Dual Compliance Structure Hypothesis

George P. Johnston, III

College of Business Administration, North Dakota State University, SU Station, P.O. Box 5137, Fargo, North Dakota 58105-5137.

William E. Snizek

Department of Sociology, Virginia Polytechnic Institute and State University, Blacksburg, Virginia 24061.

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.

Key Words: organizational commitment • incentives • task performance • moral involvement

Human Relations, Vol. 44, No. 12, 1255-1272 (1991)
DOI: 10.1177/001872679104401202
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