The effects of salesperson need for achievement and sales manager leader reward behavior?

Journal of Personal Selling and Sales Management

Volumn 25, Issue 4, 2005, Pages 345-359

  Amyx, Douglas ^a   Alford, Bruce L ^b  

^a OKLAHOMA STATE UNIVERSITY   (United States)

^b LOUISIANA STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 31144463117     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.2005.10749069     Document Type: Article

References (76)

1. Agarwal, Sanjeev, and Sridhar N. Ramaswami (1993), “Affective Organizational Commitment of Salespeople: An Expanded Model,” Journal of Personal Selling & Sales Management, 13, 2 (Spring), 49-70.
2. Agarwal, Sanjeev, Thomas E. DeCarlo, and Shyam B. Vyas (1999), “Leadership Behavior and Organizational Commitment: A Comparative Study ofAmerican and Indian Salespersons,” Journal of International Business Studies, 30 (4), 727-743.
3. Anderson, James C., and David W Gerbing (1988), “Structural Equation Modeling in Practice: A Review and Recommended Two Step Approach,” Psychological Bulletin, 103, 3 (May), 411-423.
4. Armstrong, J.S., and T.S. Overton (1977), “Estimating NonResponse Bias in Mail Surveys,” Journal of Marketing Research, 14 (August), 496-502.
5. Atuahene-Gima, Kwaku, and Haiyang Li (2002), “When Does Trust Matter? Antecedents and Contingent Effects of Supervisee Trust on Performance in Selling New Products in China and the United States,” Journal of Marketing, 66 (3), 61-81.
6. Bagozzi, Richard P. (1980a), Causal Models in Marketing. New York: John Wiley & Sons.
7. Bagozzi, Richard P. (1980b), “Performance and Satisfaction in an Industrial Sales Force: An Examination of Their Antecedents and Simultaneity,” Journal of Marketing, 44 (2), 65-77.
8. Bagozzi, Richard P., and Youjae Yi (1988), “On the Evaluation of Structural Equation Models,” Journal ofthe Academy of Marketing Science, 16 (1), 74-94.
9. Barling, Julian, E. Kevin Kelloway, and Dominic Cheung (1996), “Time Management and Achievement Striving Interact to Predict Car Sales Performance,” Journal of Applied Psychology, 81 (6), 821-826.
10. Barrick, Murray R., Michael K. Mount, and Judy P. Strauss (1993), “Conscientiousness and Performance of Sales Representatives: Test of the Mediating Effects of Goal Setting,” Journal of Applied Psychology, 78 (5), 715-722.
11. Bartkus, Kenneth R., Mark F. Peterson, and Danny N. Bellenger (1989), “Type A Behavior, Experience, and Salesperson Performance,” Journal of Personal Selling & Sales Management, 9, 3 (Summer), 11-18.
12. Bateman, Thomas S., and Stephen Strasser (1984), “A Longitudinal Analysis of the Antecedents of Organizational Commitment,” Academy ofManagement Journal, 27 (1), 95-112.
13. Behrman, Douglas N., and William D. Perreault, Jr. (1982), “Measuring the Performance of Industrial Salespersons,” Journal of Business Research, 10 (September), 355-370.
14. Bernstein, Aaron (1998), “We Want You to Stay, Really: With Labor Tight, Employers are Starting to do More to Keep Workers,” BusinessWeek (June 22), 67.
15. Bluen, Stephen D., Julian Barling, and Warren Burns (1990), “Predicting Sales Performance, Job Satisfaction, and Depression by Using the Achievement Strivings and Impatience-Irritability Dimensions ofType A Behavior,” Journal of Applied Psychology, 75 (2), 212-216.
16. Chang, Julia (2004), “Beating Burnout,” Sales & Marketing Management, 156 (3), 47-48.
17. Chonko, Lawrence B. (1986), “Organizational Commitment in the Sales Force,” Journal of Personal Selling & Sales Management, 6, 3 (November), 19-27.
18. Chonko, Lawrence B., Roy D. Howell, and Danny N. Bellinger (1986), “Congruence in Sales Force Evaluations: Relation to Sales Force Perceptions of Conflict and Ambiguity,” Journal of Personal Selling & Sales Management, 6, 1 (May), 35-49.
19. Chonko, Lawrence B., John F. Tanner, Jr., and William A. Weeks (1996), “Ethics in Salesperson Decision Making: A Synthesis of Research Approaches and an Extension of the Scenario Method,” Journal of Personal Selling & Sales Management, 16, 1 (Winter), 35-53.
20. Darden, William R., Ronald Hampton, and Roy D. Howell (1989), “Career Versus Organizational Commitment: Antecedents and Con,” Journal of Retailing 65 (Spring), 80-106.
21. Dubinsky, Alan J., and Thomas Ingram (1983), “Important First-Line Sales Management Qualifications: What Sales Executives Think,” Journal of Personal Selling & Sales Management, 3, 1 (May), 18-25.
22. Dubinsky, Alan J., Roy D. Howell, Thomas N. Ingram, and Danny N. Bellenger (1986), “A Path-Analytic Study of a Model of Salesperson Performance,” Journal of Academy of Marketing Science, 14 (Spring), 36-46.
23. Dubinsky, Alan J., Francis J. Yammarino, Marvin A. Jolson, and William D. Spangler (1995), “Transformational Leadership: An Initial Investigation in Sales Management,” Journal of Personal Selling & Sales Management, 15, 2 (Spring), 17-31.
24. Fornell, Claes, and David Larcker (1981), “Evaluating Structural Equation Models with Unobservable Variables and Measurement Error,” Journal ofMarketing Research, 19 (February), 39-50.
25. Friedman, Meyer, and Ray H. Rosenman (1959), “Association of Specific and Overt Behavior Pattern with Blood and Cardiovascular Findings,” Journal ofAmerican Medical Association, 169, 1286-1296.
26. Friis, Robert H., and Alan B. Knox (1972), “A Validity Study of Scales to Measure Need Achievement, Need Affiliation, Impulsiveness, and Intellectuality,” Educational and Psychological Measurement, 32 (Spring), 147-154.
27. Galea, Christine (2004), “The 2004 Compensation Survey,” Sales & Marketing Management, 156 (5), 28-34.
28. Gilbert, Jennifer (2003), “A Hiring Rebound on the Horizon,” Sales & Marketing Management, 155 (2), 7.
29. Graen, G.B., and Mary Uhl-Bien (1995), “Development of Leader-Member Exchange (LMX) Theory of Leadership Over 25 Years: Applying A Multi-Level Multi-Domain Perspective,” Leadership Quarterly, 6 (2), 219-247.
30. Hampton, Ron, Alan J. Dubinsky, and Steven J. Skinner (1986), “A Model of Sales Supervisor Leadership Behavior and Retail Salespeople’s Job-Related Outcomes,” Academy ofMarketing Science, 14 (3), 33-43.
31. Harmon, Harry H. (1976), Modern Factor Analysis, Chicago: University of Chicago Press
32. Hart, Sandra, William C. Moncrief, and A. Parasuraman (1989), “An Empirical Investigation of Salespeople’s Performance, Effort and Selling Method During A Sales Contest,” Journal ofthe Academy ofMarketing Science, 17 (Winter), 29-39.
33. Hollenbeck, John R., and Howard J. Klein (1987), “Goal Commitment and the Goal-Setting Process: Problems, Prospects, and Proposals for Future Research,” Journal of Applied Psychology, 72 (2), 212-220.
34. Hollenbeck, John R., Charles R. Williams, and Howard J. Klein (1989), “An Empirical Examination of the Antecedents of Commitment to Difficult Goals,” Journal of Applied Psychology, 74 (1), 18-23.
35. Homans, George C. (1961), Social Behavior: Its Elementary Forms, New York: Harcourt Brace and World.
36. Hough, Leaetta M. (1988), “Personality Assessment for Selection and Placement Decisions,” Paper presented at the Third Annual Conference of the Society of Industrial and Organizational Psychology, Dallas, April.
37. Hough, Leaetta M. (1992), “The ‘Big Five’ Personality Variables-Construct Confusion: Description Versus Prediction,” Human Performance, 5 (1-2), 139-155.
38. Hough, Leaetta M., and Adrian Furnham (2003), “Importance and Use of Personality Variables in Work Settings,” in I.B. Weiner, W. Borman, D. Ilgen, and R. Klimoski, eds., Handbook of Psychology: Volume 12, Industrial and Organizational Psychology, New York: Wiley, 131-169.
39. Hough, Leaetta M., Newell K. Eaton, Marvin D. Dunnette, John D. Kamp, and Rodney A. McCloy (1990), “Criterion-Related Validities of Personality Constructs and the Effect of Response Distortion on Those Validities,” Journal of Applied Psychology, 75 (5), 581-595.
40. Hunt, Shelby D., Lawrence B. Chonko, and Van R. Wood (1985), “Organizational Commitment and Marketing,” Journal of Marketing, 49 (Winter), 112-126.
41. Johnston, Mark W, A. Parasuraman, Charles M. Futrell, and William C. Black (1990), “A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople’s Organizational Commitment During Early Employment,” Journal of Marketing Research, 27 (August), 333-344.
42. Keller, Robert T., and Andrew D. Szilagyi (1978), “A Longitudinal Study of Leader Reward Behavior, Subordinate Expectancies, and Satisfaction,” Personnel Psychology, 31, 1 (Spring), 119-129.
43. Klein, Howard J., and Jay S. Kim (1998), “A Field Study of the Influence of Situational Constraints, Leader-Member Exchange, and Goal Commitment on Performance,” Academy of Management Journal, 41 (February), 88-95.
44. Klein, Howard J., and Jay S. Kim, and Paul W. Mulvey (1995), “Two Investigations of the Relationships Among Group Goals, Goal Commitment, Cohesion, and Performance,” Organizational Behavior and Human Decision Processes, 61 (1), 44-53.
45. Klein, Howard J., and Jay S. Kim, Paul W. Mulvey, Michael J. Wesson, John R. Hollenbeck, and Bradley J. Alge (1999), “Goal Commitment and the Goal-Setting Process: Conceptual Clarification and Empirical Synthesis,” Journal of Applied Psychology, 84 (6), 885-896.
46. Klein, Howard J., and Jay S. Kim, Patrick M. Wright, and Richard P. DeShon (2001), “The Assessment of Goal Commitment: A Measurement Model Meta-Analysis,” Organizational Behavior and Human Decision Processes, 85 (1), 32-55.
47. Latham, Gary P., and Lise M. Saari (1979), “Importance of Supportive Relationships in Goal Setting,” Journal of Applied Psychology, 64 (2), 151-161.
48. Latham, Gary P., and Timothy P. Steele (1983), “The Motivational Effects of Participation Versus Goal Setting on Performance,” Academy of Management Journal, 26 (3), 406-417.
49. Locke, Edwin A., Karyll N. Shaw, Lise M. Saari, and Gary P. Latham (1981), “Goal Setting and Task Performance: 19691980,” Psychological Bulletin, 90 (1), 125-152.
50. Low, George S., David W. Cravens, Ken Grant, and William C. Moncrief (2001), “Antecedents and Consequences of Salesperson Burnout,” European Journal of Marketing, 35 (5-6), 587-614.
51. Luckey, Jan, and Paul Dorf (2004), “What Should You Do?” Sales & Marketing Management, 156 (1), 12.
52. MacKenzie, Scott B., Philip M. Podsakoff, and Gregory A. Rich (2001), “Transformational and Transactional Leadership and Salesperson Performance,” Academy of Marketing Science Journal, 29 (2), 115-134.
53. Maier, Gunter W, and Joachim C. Brunstein (2001), “The Role of Personal Work Goals in Newcomers’ Job Satisfaction and Organizational Commitment: A Longitudinal Analysis,” Journal of Applied Psychology, 86 (5), 1034-1042.
54. Mathieu, John E., and Dennis M. Zajac (1990), “A Review and Meta-Analysis of the Antecedents, Correlates, and Consequences of Organizational Commitment,” Psychological Bulletin, 108 (2), 171-194.
55. McClelland, David C. (1953), The Achievement Motive, New York: Appleton-Century-Crofts.
56. Morris, James H., and Robert A. Snyder (1979), “A Second Look at Need for Achievement and Need for Autonomy as Moderators of Role Perception-Outcome Relationships,” Journal of Applied Psychology, 64 (2), 173-178.
57. Mowday, Richard T., Lyman W Porter, and Richard M. Steers (1982), Employee-Organization Linkages: The Psychology of Commitment, Absenteeism, and Turnover, San Francisco: Academic Press.
58. Oldham, Greg R. (1975), “The Impact of Supervisory Characteristics on Goal Acceptance,” Academy ofManagement Journal, 18 (September), 461-475.
59. Oliver, Richard L., and Arthur P. Brief (1983), “Sales Managers’ Goal Commitment Correlates,” Journal of Personal Selling & Sales Management, 3, 1 (May), 11-17.
60. Patton, W.E., III, and Ronald H. King (1992), “The Use of Human Judgment Models in Sales Force Selection Decisions,” Journal of Personal Selling & Sales Management, 12, 2 (Spring), 1-14.
61. Phillips, Jean M., and Stanley M. Gully (1997), “Role of Goal Orientation, Ability, Need for Achievement, and Locus of Control in the Self-Efficacy and Goal-Setting Process,” Journal of Applied Psychology, 82 (5), 792-802.
62. Porter, Lyman W, Richard M. Steers, Richard T. Mowday, and Paul V. Boulian (1974), “Organizational Commitment, Job Satisfaction, and Turnover Among Psychiatric Technicians,” Journal of Applied Psychology, 59 (5), 603-609.
63. Ruyter, Ko, de, Martin Wetzels, and Richard Feinberg (2001), “Role Stress in Call Centers: Its Effects on Employee Performance and Satisfaction,” Journal of Interactive Marketing, 15 (2), 23-35.
64. Sager, Jeffrey K. (1991), “Type A Behavior Pattern (TABP) Among Salespeople and Its Relationship to Job Stress,” Journal of Personal Selling & Sales Management, 11, 2 (Spring), 1-12.
65. Sager, Jeffrey K, and Mark W. Johnston (1989), “Antecedents and Outcomes of Organizational Commitment: A Study of Salespeople” Journal of Personal Selling & Sales Management, 9, 2 (Spring), 30-41.
66. Schul, Paul L., Steven J. Remington, and Robert L. Berl (1990), “Assessing Gender Differences in Relationships Between Supervisory Behaviors and Job-Related Outcomes in the Industrial Sales Force,” Journal of Personal Selling & Sales Management, 10, 3 (Summer), 1-16.
67. Sims, Henry P., Jr., and Andrew D. Szilagyi (1975), “Leader Reward Behavior and Satisfaction and Performance,” Organizational Behavior and Human Performance, 14, 3 (December), 426-438.
68. Sims, Henry P., Jr., and Andrew D. Szilagyi (1979), “Time Lags in Leadership Research,” Journal of Applied Psychology, 64, 1 (February), 66-72.
69. Sorbom, Dag (1989), “Model Modification,” Psychometrika, 54, 3 (September), 371-384.
70. Soyer, Renate B., Janet L. Rovenpor, and Richard E. Kopelman (1999), “Narcissism and Achievement Motivation as Related to Three Facets of the Sales Role: Attraction, Satisfaction, and Performance,” Journal of Business & Psychology, 14 (Winter), 285-304.
71. Steers, Richard M. (1977), “Antecedents and Outcomes of Organizational Commitment,” Administrative Science Quarterly, 22, 1 (March), 46-56.
72. Strout, Erin (2001), “Booster Shot,” Sales & Marketing Management, 153 (3), 64.
73. Szilagyi, Andrew D. (1980), “Reward Behavior By Male and Female Leaders: A Causal Inference Analysis,” Journal of Vocational Behavior, 16 (February), 59-72.
74. Vinchur, Andrew J., Jeffery S. Schippmann, Fred S. Switzer, III, and Philip L. Roth (1998), “A Meta-Analytic Review of Predictors of Job Performance for Salespeople,” Journal of Applied Psychology, 83 (4), 586-597.
75. Walker, Orville C., Gilbert A. Churchill, and Neil M. Ford (1979), “Where Do We Go From Here? Selected Conceptual and Empirical Issues Concerning the Motivation and Performance of the Industrial Sales Force,” in Critical Issues in Sales Management: State-of-the-Art and Future Research Needs, G. Albaum and Gilbert A. Churchill, eds., Eugene: University of Oregon Press, 10-75.
76. Wotruba, Thomas R. (1989), “The Effect of Goal Setting on the Performance of Independent Sales Agents in Direct Selling,” Journal of Personal Selling & Sales Management, 9, 1 (Spring), 22-29.