Getting the job done: The moderating role of initiative on the relationship between intrinsic motivation and adaptive selling

Journal of Personal Selling and Sales Management

Volumn 27, Issue 1, 2007, Pages 59-74

  Jaramillo, Fernando ^a   Locander, William B ^b   Spector, Paul E ^c   Harris, Eric G ^d  

^a UNIVERSITY OF TEXAS AT ARLINGTON   (United States)

^b JACKSONVILLE UNIVERSITY   (United States)

^c UNIVERSITY OF SOUTH FLORIDA   (United States)

^d PITTSBURG STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33846489174     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134270104     Document Type: Article

References (98)

1. Ahearne, Michael, Narasimhan Srinivasan, and Luke Weinstein (2004), "Effect of Technology on Sales Performance: Progressing from Technology Acceptance to Technology Usage and Consequence," Journal of Personal Selling & Sales Management, 24, 4 (Fall), 297-310.
2. Alavarez-Gil, María José, Clara Cardone-Riportella, Nora Lado-Cousté, and Margarita Samartín-Sáenz (2003), "Financial Service Firms' Entry-Mode Choice and Cultural Diversity: Spanish Companies in Latin America," International Journal of Bank Marketing, 21 (3), 109-121.
3. Amyx, Douglas, and Bruce L. Alford (2005), "The Effects of Salesperson Need for Achievement and Sales Manager Leader Reward Behavior," Journal of Personal Selling & Sales Management, 25, 4 (Fall), 345-359.
4. Anderson, Christopher J. (2003), "The Psychology of Doing Nothing: Forms of Decision Avoidance Result from Reason and Emotion," Psychological Bulletin, 129 (January), 139-167.
5. Anderson, James C., and David W. Gerbing (1988), "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach," Psychological Bulletin, 103 (May), 411-423.
6. Armstrong, Scott J., and Terry S. Overton (1977), "Estimating Nonresponse Bias in Mail Survey," Journal of Marketing 14 (July), 396-402.
7. Baldauf, Artur, and David W. Cravens (1999), "Improving the Effectiveness of Field Sales Organizations: A European Perspective," Industrial Marketing Management, 28 (January), 63-72.
8. Baumann, Nicola, and Julius Kuhl (2005), "How to Resist Temptation: The Effects of External Control Versus Autonomy Support on Self-Regulatory Dynamics," Journal of Personality, 73 (April), 443-470.
9. Beckmann, Jurgen, and Miguel Kazén (1994), "Action and State Orientation and the Performance of Top Athletes," in Volition and Personality: Action Versus State Orientation, Julius Kuhl and Jurgen Beckmann, eds., Gottengen, Germany: Hogrefe and Huber, 439-451.
10. Blau, Gary (1993), "Testing the Relationship of Locus of Control to Different Performance Dimensions," Journal of Occupational and Organizational Psychology, 66 (June), 125-138.
11. Boorom, Michael L., Jerry R. Goolsby, and Rosemary P. Ramsey (1998), "Relational Communication Traits and Their Effect on Adaptiveness and Sales Performance," Journal of the Academy of Marketing Science, 26 (Winter), 16-30.
12. 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 (August), 358-368.
13. Brown, Steven P., and Robert A. Peterson (1994), "The Effect of Effort on Sales Performance and Job Satisfaction," Journal of Marketing, 58 (April), 70-80.
14. Bush, Victoria D., Gregory M. Rose, Faye Gilbert, and Thomas N. Ingram (2001), "Managing Culturally Diverse Buyer-Seller Relationships: The Role of Intercultural Disposition and Adaptive Selling in Developing Intercultural Communication Competence," Journal of the Academy of Marketing Science, 29 (Fall), 391-404.
15. Carver, Charles S., and Michael F. Scheier (2001), On the Self-Regulation of Behavior, New York: Cambridge University Press.
16. Chakabarthy, Subhra, Gene Brown, Robert E. Widing, II, and Ronald D. Taylor (2004), "Analysis and Recommendations for the Alternative Measures of Adaptive Selling," Journal of Personal Selling & Sales Management, 23, 2 (Spring), 125-133.
17. Chonko, Lawrence B., John F. Tanner, Jr., and William A. Weeks (1992), "Selling and Sales Management in Action: Reward and Preferences of Salespeople," Journal of Personal Selling & Sales Management, 12, 3 (Summer), 67-75.
18. Churchill, Gilbert A., Neil M. Ford, Steven W. Hartley, and Orville C. Walker (1985), "The Determinants of Salesperson Performance: A Meta-Analysis," Journal of Marketing Research, 22 (May), 103-118.
19. Comer, Lucette B., and Tanya Drollinger (1999), "Active Empathetic Listening and Selling Success: A Conceptual Framework," Journal of Personal Selling & Sales Management, 19, 1 (Winter), 15-29.
20. Cooper, Barrie L., Pamela Clasen, Dora E. Silva-Jalonen, and Mark C. Butler (1999), "Creative Performance on an In-Basket Exercise," Journal of Managerial Psychology, 14 (1), 39-56.
21. Cortina, Jose M., Gilad Chen, and William P. Dunlap (2001), "Testing Interaction Effects in LISREL: Examination and Illustration of Available Procedures," Organizational Research Methods, 4 (October), 324-360.
22. Diamantopoulos, Adamantios, and Judy A. Siguaw (2000), Introducing LISREL, Thousand Oaks, CA: Sage.
23. Dibbelt, Susanne, and Julius Kuhl (1994), "Volitional Processes in Decision Making: Personality and Situational Determinants," in Volition and Personality: Action Versus State Orientation, Julius Kuhl and Jurgen Beckmann, eds., Gottengen, Germany: Hogrefe and Huber, 9-46.
24. Diefendorff, James M., Erin M. Richard, and Robin H. Gosserand (2006), "Examination of Situational and Attitudinal Moderators of the Hesitation and Performance Relation," Personnel Psychology, 59 (Summer), 365-393.
25. Diefendorff, James M., Rosalie J. Hall, Robert G. Lord, and Mona L. Strean (2000), "Action-State Orientation: Construct Validity of a Revised Measure and Its Relationships to Work-Related Variables," Journal of Applied Psychology 85 (April), 250-263.
26. Dubinsky, Alan J., and Steven J. Skinner (2002), "Going the Extra Mile Antecedents of Salespeople's Discretionary Effort," Industrial Marketing Managements, 31 (October), 589-598.
27. Fang, Eric, Robert W. Palmatier, and Kenneth R. Evans (2004), "Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China," Journal of the Academy of Marketing Science, 32 (Spring), 188-202.
28. Farr, James L., David A. Hofmann, and Kathleen L. Ringenbach (1993), "Goal Orientation and Action Control Theorty: Implication for Industrial and Organization Psychology," in International Review of Industrial and Organization Psychology, C.L. Cooper and I.T. Robertson, eds., Chichester, NY: John Wiley, 193-232.
29. Fay, Doris, and Michael Frese (2001), "The Concept of Personal Initiative: An Overview of Validity Studies," Human Performance, 14 (1), 97-124.
30. Fornell, Class, and David F. Larcker (1981), "Evaluating Structural Equation Models with Unobserved Variables and Measurement Error," Journal of Marketing Research, 18 (February), 39-50.
31. Franke, George R., and Jeong-Eun Park (2006), "Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis," Journal of Marketing Research, 43 (November), 693-702.
32. Frese, Michael, Wolfgang Kring, Andrea Soose, and Jeannette Zempel (1996), "Personal Initiative at Work: Differences Between East and West Germany, Academy of Management Journal, 39 (1), 37-63.
33. Frese, Michael, Doris Fay, Tanja Hilburger, Karena Leng, and Almut Tag (1997), "The Concept of Personal Initiative: Operationalization, Reliability and Validity in two German Samples," Journal of Occupational and Organizational Psychology, 70 (June), 139-161.
34. Furnham, Adrian (2001), "Personality and Individual Differences in the Workplace," Personality Psychology in the Workplace, Brent W. Roberts and Robert Hogan, eds., Washington, DC: American Psychology Association, 223-251.
35. Ganesan, Shankar, and Barton A. Weitz (1996), "The Impact of Staffing Policies on Retail Buyer Job Attitudes and Behaviors," Journal of Retailing, 72 (Spring), 31-56.
36. Grant, Ken, David W. Cravens, George S. Low, and William C. Moncrief (2001). "The Role of Satisfaction with Territory Design of the Motivation, Attitudes, and Work Outcomes of Salespeople," Journal of the Academy of Marketing Science, 29 (Spring), 165-178.
37. Hagberg-Andersson, Asa (2006), "Does Adaptation Pay Off?" Industrial Marketing Managenent, 35 (February), 202-209.
38. Heckhausen, Heinz (1991), Motivation and Action, Berlin: Springer-Verlag.
39. Hunt, Shelby D., and Dale F. Duhan (2002), "Competition in the Third Millenneium: Efficiency or Effectivess," Journal of Business Research, 55 (February), 97-102.
40. Ilgen, Daniel R., and Howard J. Klein (1988), "Individual Motivation and Performance: Cognitive Influences of Effort and Choice," in Productivity in Organization, John P. Campbell, Richard J. Campbell, and Associates, eds., San Frencisco: Jossey-Bass, 143-176.
41. Ingram, Thomas N., Keung S. Lee, and Steven J. Skinner (1989), "An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes," Journal of Personal Selling & Sales Management, 9, 3 (Fall), 25-33.
42. Jaramillo, Fernando, and Greg W. Marshall (2004), "Critical Success Factors in the Personal Selling Process: A Empirical Investigation of Ecuadorian Salespeople in the Banking Industry," International Journal of Bank Marketing, 22 (1), 9-25.
43. Jaramillo, Fernando, and Greg W. Marshall (2005), "A Meta-Analysis of the Relationship Between Organizational Commitment and Job Performance: 25 Years of Research," Journal of Business Research, 28 (June), 705-714.
44. Jaramillo, Fernando, and Paul E. Spector (2004), "The Effect of Action Orientation on the Academic Performance of Undergraduate Marketing Majors," Journal of Marketing Education, 26 (December), 250-260.
45. Jaramillo, Fernando, François A. Carrillat, and William B. Locander (2005), "A Meta-Analytic Comparison of Managerial Rating and Self-Evaluations," Journal of Personal Selling & Sales Management, 25, 4 (Fall), 315-328.
46. Johnston, Mark W., and Greg W. Marshall (2005), Churchill Ford/Walker's Sales Force Management, 8th ed., Boston: McGraw-Hill/Irwin.
47. Jones, Eli, Seven P. Brown, Andris A. Zoltners, and Baron A. Weitz (2005), "The Changing Environment of Selling and Sales Management," Journal of Personal Selling & Sales Management, 25, 2 (Spring), 105-111.
48. Kanfer, Ruth, Brad Dugdale, and Barbara McDonald (1994), "Empirical Findings on the Action Control Scale in the Context of Complex Skill Acquisition," in Action Control: From Cognition to Behavior, Julius Kuhl and Jurgen Beckmann, eds., New York: Springer-Verlag, 61-77.
49. Kuhl, Julius (1984), "Volitional Aspects of Achievement Motivation and Learned Helplessness: Towards a Comprehensive Theory of Action Control," in Progress in Experimental Psychology Research, vol. 13, B.A. Maher, ed., New York: Academic Press, 99-171.
50. Kuhl, Julius (1985), "Volitional Mediators of Cognition-Behavior Consistency: Self-Regulatory Processes and Action Versus State Orientation," in Action Control: From Cognition to Behavior, Julius Kuhl and Jurgen Beckmann, eds., New York: Springer-Verlag, 101-128.
51. Kuhl, Julius (1992), "The of Self-Regulation: Action Versus State Orientation, Self Discrimination, and Some Applications," Applied Psychology: An International Review, 41 (April), 97-129.
52. Kuhl, Julius (1994a), "Action Versus State Orientation: Psychometric Properties of the Action Control Scale (ACS-90)," in Volition and Personality: Action Versus State Orientation, Julius Kuhl and Jurgen Beckmann, eds., Gottingen, Germany: Hogrefe and Huber, 47-77.
53. Kuhl, Julius (1994b), "A Theory of Action and State Orientation," in Volition and Personality: Action Versus State Orientation, Julius Kukl and Jurgen Beckmann, eds., Gottingen, Germany: Hogrefe and Huber, 9-46.
54. Luo, Xueming, K. Sivakumar, and Sandra S. Liu (2005), "Globalization, Marketing Resources, and Performance: Evidence from China," Journal of the Academy of Marketing Science, 33 (Winter), 50-65.
55. MacCalum, Robert C., Michael W. Browne, and Hazuki M. Sugawara (1996), "Power Analysis and Determination of Sample Size for Covariance Structure Modeling," Psychological Methods, 1 (June), 130-149.
56. MacCalum, Robert C., Duane T. Wegener, Bert N. Ulchino, and Leandre R. Fabrigar (1993), "The Problem of Equivalent Models in Applications of Covariance Structure Analysis," Psychological Bulletin, 114 (1), 185-199.
57. MacKenzie, Scott B., Philip M. Podsakoff, and Michael Ahearne (1998), "Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance," Journal of Marketing, 62 (July), 87-98.
58. Mangione, Thomas W. (1995), Mail Surveys: Improving the Quality, Thousand Oaks, CA: Sage.
59. Markus, Keith A. (2002), "Statistical Equivalence, Semantic Equivalence, Elimonative Induction, and the Raykov-Marcoulides Proof of Infinite Equivalence," Structural Equation Modeling, 9 (4), 503-522.
60. Marshall, Greg W., Daniel J. Goebel, and William C. Moncrief (2003), "Hiring for Success at the Buyer-Seller Interface," Journal of Business Research, 56 (April), 247-255.
61. McFarland, Richard G., and Blair Kidwell (2006), "An Examination of Instrumental and Expressive Traits on Performance: The Mediating Role of Expressive Traits on Performance: The Mediating Role of Learning, Prove, and Avoid Goal Orientations," Journal of Personal Selling & Sales Management, 26, 2 (Spring), 143-159.
62. McQuitty, Shaun (2004), "Statistical Power and Structural Equation Models in Business Research," Journal of Business Research, 57 (February), 175-183.
63. Miner, John (2003), "The Rated Importance, Scientific Validity, and Practical Usefulness of Organizational Behavior Theories: A Quantitative Review," Academy of Management Learning and Education, 2 (3), 250-268.
64. Morris, Michael H., Raymond W. LaFaorge, and Jeffrey Allen (1994), "Salesperson Failure: Definition, Determinats, and Outcome," Journal of Personal Selling & Sales Management, 14, 1 (Winner), 1-16.
65. Norman, Paul, Paschal Sheeran, and Sheina Orbell (2003), "Does State Versus Action Orientation Moderate the Intention-Behavior Relationship?:" Journal of Applied Social Psychology, 33 (March), 536-553.
66. Oliver, Richard L., and Erin Anderson (1994), "An Empirical Test of the Consequences of Behavior and Outcome-Based Sales Control Systems," Journal of Marketing, 58 (October), 53-67.
67. Park, Jeong-Eun, and George D. Deitz (2006), "The Effect of Working Relationship Quality on Salesperson Performance and Job Satisfaction: Adaptive Selling Behavior in Korean Automobile Sales Representatives," Journal of Business Research, 59 (February), 204-213.
68. Park, Jeong-Eun, and Betsy B. Holloway (2003), "Adaptive Selling Behavior Revisited: An Empirical Examination of Learning Orientation, Sales Performance, and Job Satisfaction," Journal of Personal Selling & Sales Management, 23, 3 (Summer), 239-251.
69. Perrewé, Pamela L., and Paul E. Spector (2002), "Personality Research in the Organizational Sciences," in Research in Personnel and Human Resources Management, G.R. Ferris, ed., Oxford: JAI Press, Elsevier Science.
70. Pullins, Ellen Bolman (2001), "An Exploratory Investigation of the Relationship of Sales Force Compensation and Intrinsic Motivation," Industrial Marketing Management, 30 (July), 403-413.
71. Rank, Johannes, Victoria L. Pace, and Michael Frese (2004), "Three Avenues for Future Research on Creativity, Innovation, and Initiative," Applied Psychology: An International Review, 53 (4), 518-528.
72. Rich, Gregory A., William H. Bommer, Scott B. MacKenzie, Philip M. Podsakoff, and Jonathan L. Johnson (1999), "Methods in Sales Research: Apples and Apples or Apples and Oranges? A Meta-Analysis of Objective and Subjective Measures of Salesperson Performance," Journal of Personal Selling & Sales Management, 19, 4 (Fall), 41-52.
73. Rigdon, Edward E., Randall E. Schumacker, and Werner Wothke (1998), "A Comparative Review of Interaction and Nonlinear Modeling," in Interaction and Nonlinear Effects in Structural Equation Modeling, Randall E. Schumacker and George A. Marcoulides, eds., Mahwah, NJ: Lawrence Erlbaum, 1-16.
74. Robinson, Leroy, Jr., Greg W. Marshall, and Miriam B. Stamps (2005), "An Empirical Investigation of Technology Acceptance in a Field Sales Force Setting," Industrial Marketing Management, 34 (May), 407-415.
75. Robinson, Leroy, Jr., Greg W. Marshall, William C. Moncrief, and Felicia G. Lassk (2002), "Toward a Shortened Measure of Adaptive Selling, "Journal of Personal Selling & Sales Management, 22, 2 (Spring), 111-119.
76. 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.
77. Seol Myeong-Gu, Lisa Feldman Barrett, and Jean M. Bartunek (2004), "The Role of Affective Experience in Work Motivation," Academy of Management Review, 29 (3), 423-439.
78. Silver, Lawrence S., Sean Dwyer, and Bruce Alford (2006), "Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations," Journal of Personal Selling & Sales Management, 26, 1 (Winter), 27-38.
79. Skinner, Steven J. (2000), "Peak Performance in the Sales Force." Journal of Personal Selling & Sales Management, 20, 1 (Winter), 37-42.
80. Sokolowski, Kurt (1994), "The Role of Action and State Orientation in Affiliative Situations," in Volition and Personality: Action Versus State Orientation, Julius Kuhl and Jurgen Beckmann, eds., Gottingen: Hogrefe and Huber, 417-425.
81. Song, Zhaoli, Connie Wanberg, Xiongying Niu, and Yizhong Xie (2006), "Action-State Orientation and the Theory of Planned Behavior: A Study of Job Search in China," Journal of Vocational Behavior, 68 (June), 490-503.
82. Spector, Paul E. (2000), Industrial & Organizational Psychology Research and Practice, 2d ed., New York: John Wiley & Sons.
83. Spector, Paul E. (2006), "Method Variance in Organizational Research: Truth or Urban Legend?" Organizational Research Methods, 9 (April), 221-232.
84. Spiro, Rosann L., and Barton A. Weitz (1990), "Adaptive Selling: Conceptualization, Measurement, and Nomological Validity," Journal of Marketing Research, 27 (February), 61-69.
85. Spurrier, Baquerizo (2003), "Acto de Equilibrismo" [Acrobatic Act], Análisis Semanal, 41 (October 21), 505-516.
86. Steers, Richard M., and Lyman W. Porter (1991), Motivation and Work Behavior, Hightstown, NJ: McGraw-Hill.
87. Steers, Richard M., Richard T. Mowday, and Debra L. Shapiro (2004), "The Future of Work Motivation Theory," Academy of Management Review, 29 (3), 379-387.
88. Stiensmeier-Pelster, Joachim, and Martin Schürmann (1994), "Antecedents and Consequences of Action Versus State Orientation: Theoretical and Empirical Remarks," in Volition and Personality: Action Versus State Orientation, Julius Kuhl and Jurgen Beckmann, eds., Gottingen: Hogrefe and Huber, 329-340.
89. Sujan, Harish (1986), "Smarter Versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation," Journal of Marketing Research, 23 (February), 41-49.
90. Tattersall, Andrew J., and Eric W. Farmer (1996), "The Regulation of Work Demands and Strain," in Organizational Risk Factors for Job Stress, Steven L. Sauter and Lawrence R. Murphy, eds., Washington, DC: American Psychological Association, 139-156.
91. Thull, Jeff (2003), Mastering the Complex Sale. How to Compete and Win When the Stakes Are High! Hoboken, NJ: John Wiley & Sons.
92. 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.
93. Vallerand, Robert J., and Robert Bissonnette (1992), "Intrinsic, Extrinsic, and Amotivational Styles as Predictors of Behavior: A Prospective Study," Journal of Personality, 60 (September), 599-620.
94. Van Hooft, Edwin A.J., Marise Ph. Born, Toon W. Taris, Henk van der Flier, and Roland W.B. Blonk (2005), "Bridging the Gap Between Intentions and Behavior: Implementation Intentions, Action Control and Procrastination," Journal of Vocational Behavior, 66 (April), 238-256.
95. Vinchur, Andrew J., Jeffrey 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 (August), 586-597.
96. Warr, Peter, and Doris Fay (2001), "Short Report: Age and Personal Initiative at Work," European Journal of Work and Organizational Psychology, 10 (3), 343-353.
97. Weitz, Barton A., Harish Sujan, and Mita Sujan (1986), "Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness," Journal of Marketing, 50 (October), 174-191.
98. Wood, Phillip K., and Darin J. Erickson (1998), "Estimating Interaction and Nonlinear Effects with SAS," in Interaction and Nonlinear Effects in Structural Equation Modeling, Randall E. Schumacker and George A. Marcoulides, eds., Mahwah, NJ: Lawrence Erlbaum, 101-124.