The influence of psychological climate on the salesperson customer orientation - Salesperson performance relationship

Journal of Marketing Theory and Practice

Volumn 13, Issue 2, 2005, Pages 59-71

  Lopez, Tará Burnthorne ^a   Carr, Jon ^a   Gregory, Brian T ^a   Dwyer, Sean ^b  

^a UNIVERSITY OF SOUTHERN MISSISSIPPI   (United States)

^b LOUISIANA TECH UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33749518887     PISSN: 10696679     EISSN: None     Source Type: Journal    
DOI: 10.1080/10696679.2005.11658544     Document Type: Article

References (55)

1. Behrman, Douglas N. and William D. Perreault, Jr. (1982), "Measuring the Performance of Industrial Salespersons," Journal of Business Research, 10, 355-370.
2. Boles, James S., Barry J. Babin, Thomas G. Brashear, Charles Brooks (2001), "An Examination of the Relationships between Retail Work Environments, Salesperson Selling Orientation - Customer Orientation and Job Performance," Journal of Marketing Theory and Practice, 9(3), Summer, 1-13.
3. Brown, Steven P. and Thomas W. Leigh (1996), "A New Look at Psychological Climate and Its Relationship to Job Involvement, Effort, and Performance," Journal of Applied Psychology, 81(4) 358.
4. Brown, Tom J., John C. Mowen, D. Todd Donavan, and Jane W. Licata (2002), "The Customer Orientation of Service Workers: Personality Trait Determinants and Effects on Self-and Supervisor Performance Ratings," Journal of Marketing Research, 39 (February), 110-19.
5. Caldwell, David F. and Charles A. O'Reilly (1990), "Measuring person-job fit with a profile-comparison process," Journal of Applied Psychology, 75(6), 648-657.
6. Cameron, Kim S. and Sarah J. Freeman (1991), "Cultural Congruence, Strength, and Type: Relationships to Effectiveness," Research in Organizational Change and Development, 5, 23-58.
7. -, and Robert E. Quinn (1999), Diagnosing and Changing Organizational Culture, New York: Addison-Wesley.
8. Chatman, Jennifer A. (1991), "Matching People and Organizations: Selection and Socialization in Public Accounting Firms," Administrative Science Quarterly, 36(3), 459-484.
9. -, and Sigal Barsade (1995), "Personality, organizational culture, and cooperation: Evidence from a business simulation," Administrative Science Quarterly, 40 (3) September, 423-444.
10. Churchill Jr., Gilbert A., Neil M. Ford, Steven W. Hartley, Orville C. Walker Jr. (1985), "The Determinants of Salesperson Performance: A Meta-Analysis," Journal of Marketing Research, 22(2), May, 103-118.
11. Cronbach, Lee J (1987). "Statistical tests for moderator variables: Flaws in analyses recently proposed," Psychological Bulletin, 102(3) November, 414-417.
12. Day, David V. and Arthur G. Bedeian (1991), "Predicting Job Performance Across Organizations: The Interaction of Work Orientation and Psychological Climate," Journal of Management, 17(3), 589-600.
13. Denison, D. R. and Mishra, A. K. (1995), "Toward a theory of organizational culture and effectiveness," Organization Science, 6, 204-223.
14. Deshpandé, Rohit, John U. Farley and Frederick E. Webster, Jr. (1993), "Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis," Journal of Marketing, 57 (January), 23-27.
15. Donavan, D. Todd, Tom J. Brown and John C. Mowen (2004), "Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors," Journal of Marketing, 68(1), 128-146.
16. Dubinsky, Alan J. and Steven W. Hartley (1986), "A Path-Analytic Study Of A Model Of Salesperson Performance," Journal of the Academy of Marketing Science, 14(1), 36-46.
17. Endler, Norman S. and David Magnusson (1976), "Toward an interactional psychology of personality," Psychological Bulletin, 83(5), 956-974.
18. Evans, Mary Kathryn and Joseph J. Blase (1986), "Moral Perspectives Of Life Insurance Sales Personnel: The Role Of Organizational Culture In Selling Services," International Studies of Management and Organizations, 16(1), 80-93.
19. Honeycutt, Earl D. and Judy A. Siguaw (1995), "Business ethics and job-related constructs: A cross-cultural comparison of automotive salespeople," Journal of Business Ethics, 14(3), 235-248.
20. Jaccard, James, Robert Turrisi, and Chio K. Wan (1990). Interaction Effects in Multiple Regression, Newbury Park, CA: Sage.
21. James, Lawrence R., Alan Hartman and Michael W. Stebbins (1977), "Relationships between psychological climate and a VIE model for work motivation," Personnel Psychology, 30(2), 229-254.
22. -, John J. Hater, Michael J. Gent and John R. Bruni (1978), "Psychological Climate: Implications from Cognitive Social Learning Theory and Interactional Psychology," Personnel Psychology, 31 (Winter), 783-813.
23. -, William F. Joyce and John W. Slocum (1988), "Organizations do not cognize," Academy of Management Review, 13(1), 129-132.
24. James, Lois A. and Lawrence R. James (1989), "Integrating Work Environment Perceptions: Explorations into the Measurement of Meaning," Journal of Applied Psychology, 74(5), 739-751.
25. Jones, Allan P. and Lawrence R. James (1979), "Psychological Climate: Dimensions and Relationships of Individual and Aggregated Work Environment," Organizational Behavior & Human Performance, 23(2), 201-251.
26. Keillor, Bruce D., R. Stephen Parker and Charles E. Pettijohn (2000), "Relationship-oriented characteristics and individual salesperson performance," Journal of Business and Industrial Marketing, 15 (1), 7-22.
27. Ketchen, David L. and Christopher L. Shook (1996), "The application of cluster analysis in strategic management research: An analysis and critique," Strategic Management Journal, 17(6), 441-458.
28. Leong, Siew Meng, Paul S. Busch and Deborah Roedder John (1989), "Knowledge Bases and Salesperson Effectiveness: A Script-theoretic Analysis," Journal of Marketing Research, 26 (May), 164-178.
29. Lucas, George H., Jr., A. Parasuraman, Robert A. Davis and Ben M. Enis (1987), "An Empirical Study of Salesforce Turnover," Journal of Marketing, 51 (July), 34-59.
30. Macintosh, Gerrard, Kenneth A. Anglin, David M. Szymanski and James W. Gentry (1992), "Relationship Development in Selling: A Cognitive Analysis," Journal of Personal Selling and Sales Management, 12 (Fall), 23-34.
31. Mischel, W. (1976), "Towards a cognitive social model learning reconceptualization of personality," in Interactional Psychology and Personality, New York: Wiley, 166-207.
32. Moorman, R.H. (1991), "Relationship Between Organizational Justice and Organizational Citizenship Behaviors: Do Fairness Perceptions Influence Employee Citizenship?" Journal of Applied Psychology, 76(6), p845-856.
33. nd ed., New York: McGraw-Hill.
34. Ostroff, Cheri (1993), "The Effects of Climate and Personal Influences on Individual Behavior and Attitudes in....," Organizational Behavior and Human Decision Processes, 56(1), 56-90.
35. Parker, Christopher P., Boris B Baltes, Scott A Young, Joseph W Huff, Robert A. Altmann, Heather A. Lacost and Joanne E. Roberts (2003), "Relationships between psychological climate perceptions and work outcomes: a meta-analytic review," Journal of Organizational Behavior, 24(4), 389-416.
36. Piercy, Nigel F. and David W Cravens (1998), "Salesforce performance and behaviour-based management processes in business-to-business sales," European Journal of Marketing, 32(1/2), 79-100.
37. Pritchard, Robert D. and Bernard W. Karasick (1973), "The effects of organizational climate on managerial job performance and job satisfaction," Organizational Behavior and Human Performance, 9(1), 126-146.
38. Quinn, R. E. (1988), Beyond Rational Management, San Francisco: Jossey-Bass.
39. - and John Rohrbaugh (1983), "A Spatial Model of Effectiveness Criteria: Towards a Competing Values Approach to Organizational Analysis," Management Science, 29 (March), 363-377.
40. - and R. H. Hall (1983), "Environments, Organizations, and Policymakers: Toward an Integrative Framework," in Organizational Theory and Public Policy, eds. R. H. Hall and R. E. Quinn, Beverly Hills: Sage Publications.
41. - and J. R. Kimberly (1984), "Paradox, Planning, and Perseverance: Guidelines for Managerial Practice," in Managing Organizational Transitions, J. R. Kimberly and Robert E. Quinn, eds., Homewood, IL: Dow Jones-Irwin.
42. - and Michael R. McGrath (1985), "Transformation of Organizational Cultures: A Competing Values Perspective," in Organizational Culture, ed. Peter Frost, Beverly Hills: Sage Publications.
43. - and G.M. Spreitzer (1991), "The psychometrics of the competing values culture instrument and an analysis of the impact of organizational culture on quality of life." In R. W. Woodman and W. A. Pasmore (Eds.), Research in organizational change and development (pp. 115-142), Vol. 5. Greenwich, CT: JAI Press.
44. Rentsch, Joan R. (1990), "Climate and Culture: Interaction and Qualitative Differences in Organizational Meanings," Journal of Applied Psychology, 75(6), 668-681.
45. Roberts, James A., Richard S. Lapidus and Lawrence B. Chonko (1994), "An Exploratory Examination of Situational Variables, Effort, and Salesperson Performance," Journal of Marketing Theory and Practice, 2(3), Summer, 70-93.
46. Saxe, Robert and Barton A. Weitz (1982), "The SOCO Scale: A Measure of the Customer Orientation of Salespeople," Journal of Marketing Research, 19 (August), 343-351.
47. Schneider, Benjamin and Robert A. Snyder (1975), "Some relationships between job satisfaction and organization climate," Journal of Applied Psychology, 60(3), 318-328.
48. -, A.N. Salvaggio and M. Subarits (2002), "Climate strength: A new direction for climate research," Journal of Applied Psychology, 87, 220-229.
49. Schwepker Jr., Charles H. (2001), "Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforce," Journal of Business Research, 54(1), 39-52.
50. Swift, Cathy Owens and Constance Campbell (1998), "Psychological climate: Relevance for sales managers and...," Journal of Marketing Theory and Practice, 6(1), 27-37.
51. Szymanski, David M. and Gilbert A. Churchill, Jr. (1990), "Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople," Journal of Marketing Research, 27(May), 163-174.
52. Tsai, Wei-Chi (2001), "Determinants and consequences of employee displayed positive emotions," Journal of Management, 27(4) 497-512.
53. Tyagi, Pradeep K. (1985), "Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance," Journal of Marketing, 49 (Summer), 76-86.
54. Van Vianen, Annelies E.M. and Yvette M. Kmieciak (1998), "The Match Between Recruiters' Perceptions of Organizational Climate and Personality of the Ideal Applicant for a Management Position," International Journal of Selection and Assessment, 6(3), 153.
55. Walker, Orville C., Jr., Gilbert A. Churchill, Jr., and Neil M. Ford (1977), "Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research," Journal of Marketing Research, 14(May), 156-68.