메뉴 건너뛰기




Volumn 17, Issue 3, 2009, Pages 251-266

Customer behavioral legitimacy in retail returns episodes: Effects on retail salesperson role conflict

Author keywords

[No Author keywords available]

Indexed keywords


EID: 67449094835     PISSN: 10696679     EISSN: None     Source Type: Journal    
DOI: 10.2753/MTP1069-6679170304     Document Type: Article
Times cited : (13)

References (54)
  • 1
    • 85132312402 scopus 로고
    • Infl uence of Formalization on Role Stress, Organizational Comment, and Work Alienation of Salespersons: A Cross-National Comparative Study
    • Agarwal, Sanjeev (1993), "Infl uence of Formalization on Role Stress, Organizational Comment, and Work Alienation of Salespersons: A Cross-National Comparative Study," Journal of International Business Studie., 24 (4), 715-739.
    • (1993) Journal of International Business Studie , vol.24 , Issue.4 , pp. 715-739
    • Agarwal, S.1
  • 2
    • 0002048188 scopus 로고
    • The Double-Edge Sword of Organizational Legitimation
    • Ashforth, Blake E., and Barry W. Gibbs (1990), "The Double-Edge Sword of Organizational Legitimation," Organization Scienc., 1 (3), 177-194.
    • (1990) Organization Scienc , vol.1 , Issue.3 , pp. 177-194
    • Ashforth, B.E.1    Gibbs, B.W.2
  • 3
    • 23044521090 scopus 로고    scopus 로고
    • Representing the Perceived Ethical Work Climate Among Marketing Employees
    • Babin, Barry, James Boles, and Donald P. Robin (2000), "Representing the Perceived Ethical Work Climate Among Marketing Employees," Journal of the Academy of Marketing Scienc., 28 (3), 345-358.
    • (2000) Journal of the Academy of Marketing Scienc , vol.28 , Issue.3 , pp. 345-358
    • Babin, B.1    Boles, J.2    Robin, D.P.3
  • 5
    • 0142023241 scopus 로고    scopus 로고
    • Role Stressors and Customer-Oriented Boundary-Spanning Behaviors in Service Organizations
    • Fall
    • Bettencourt, Lance A., and Stephen W. Brown (2003), "Role Stressors and Customer-Oriented Boundary-Spanning Behaviors in Service Organizations," Journal of the Academy of Marketing Scienc., 31 (Fall), 394-408.
    • (2003) Journal of the Academy of Marketing Scienc , vol.31 , pp. 394-408
    • Bettencourt, L.A.1    Brown, S.W.2
  • 6
    • 0003092186 scopus 로고
    • Interactional Justice: Communication Criteria of Fairness
    • Roy J. Lewecki, Blair H. Sheppard, and Max H. Bazerman, eds, Greenwich, CT: JAI Press
    • Bies, Robert J., and Joseph S. Moag (1986), "Interactional Justice: Communication Criteria of Fairness," in Research in Negotiation in Organization., vol. 1, Roy J. Lewecki, Blair H. Sheppard, and Max H. Bazerman, eds., Greenwich, CT: JAI Press, 43-55.
    • (1986) Research in Negotiation in Organization , vol.1 , pp. 43-55
    • Bies, R.J.1    Moag, J.S.2
  • 7
    • 0031160924 scopus 로고    scopus 로고
    • The Effects of Distributive, Procedural, and Interactional Justice on Postcomplaint Behavior
    • Summer
    • Blodgett, Jeffery G., Donna J. Hill, and Steve S. Tax (1997), "The Effects of Distributive, Procedural, and Interactional Justice on Postcomplaint Behavior," Journal of Retailin., 73, 2 (Summer), 185-210.
    • (1997) Journal of Retailin , vol.73 , Issue.2 , pp. 185-210
    • Blodgett, J.G.1    Hill, D.J.2    Tax, S.S.3
  • 8
    • 0001998740 scopus 로고    scopus 로고
    • On the Front-Lines: Stress, Confl ict and the Customer Service Provider
    • Boles, James S., and Barry J. Babin (1996), "On the Front-Lines: Stress, Confl ict and the Customer Service Provider," Journal of Business Researc., 37 (1), 41-50.
    • (1996) Journal of Business Researc , vol.37 , Issue.1 , pp. 41-50
    • Boles, J.S.1    Babin, B.J.2
  • 9
    • 21144480256 scopus 로고
    • Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects
    • February
    • Brown, Steven P., and Robert A. Peterson (1993), "Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects," Journal of Marketing Researc., 30 (February), 63-77.
    • (1993) Journal of Marketing Researc , vol.30 , pp. 63-77
    • Brown, S.P.1    Peterson, R.A.2
  • 10
    • 84986052263 scopus 로고    scopus 로고
    • Serving Multiple Masters: Role Confl ict by Service Employees
    • Chung, Beth G., and Benjamin Schneider (2002), "Serving Multiple Masters: Role Confl ict by Service Employees," Journal of Services Marketin., 16 (1), 70-87.
    • (2002) Journal of Services Marketin , vol.16 , Issue.1 , pp. 70-87
    • Chung, B.G.1    Schneider, B.2
  • 12
    • 67449102251 scopus 로고    scopus 로고
    • Dacy, Joe, II (1994), When Shoplifters Ask for Refunds, Nation's Busines., 82 (2), 27.
    • Dacy, Joe, II (1994), "When Shoplifters Ask for Refunds," Nation's Busines., 82 (2), 27.
  • 13
    • 0000953669 scopus 로고
    • The Iron Cage Revisited: Institutional Isomorphism and Collective Rationality in Organizational Fields
    • DiMaggio, Paul J., and Walter W. Powell (1983), "The Iron Cage Revisited: Institutional Isomorphism and Collective Rationality in Organizational Fields," American Sociological Revie., 48 (2), 147-160.
    • (1983) American Sociological Revie , vol.48 , Issue.2 , pp. 147-160
    • DiMaggio, P.J.1    Powell, W.W.2
  • 14
    • 0002544470 scopus 로고
    • Congruence Between Personal Image and Store Image
    • Dornoff, Ronald J., and Ronald L. Tatham (1972), "Congruence Between Personal Image and Store Image," Journal of the Market Research Societ., 14 (1), 45-52.
    • (1972) Journal of the Market Research Societ , vol.14 , Issue.1 , pp. 45-52
    • Dornoff, R.J.1    Tatham, R.L.2
  • 15
    • 51249179415 scopus 로고
    • Ethics in Retailing: Perceptions of Retail Salespeople
    • Dubinsky, Alan J., and Michael Levy (1985), "Ethics in Retailing: Perceptions of Retail Salespeople," Journal of the Academy of Marketing Scienc., 13 (1), 1-16.
    • (1985) Journal of the Academy of Marketing Scienc , vol.13 , Issue.1 , pp. 1-16
    • Dubinsky, A.J.1    Levy, M.2
  • 16
    • 67449091192 scopus 로고    scopus 로고
    • Dunne, Patrick M., Robert F. Lusch, and David A. Griffi th (2001), Retailin., Hinsdale, IL: Dryden.
    • Dunne, Patrick M., Robert F. Lusch, and David A. Griffi th (2001), Retailin., Hinsdale, IL: Dryden.
  • 17
    • 0001894527 scopus 로고
    • A Theoretical Model of Consumer Negotiated Pricing: An Orientation Perspective
    • Evans, Kenneth R., and Richard F. Beltramini (1987), "A Theoretical Model of Consumer Negotiated Pricing: An Orientation Perspective," Journal of Marketin., 51 (2), 58-73.
    • (1987) Journal of Marketin , vol.51 , Issue.2 , pp. 58-73
    • Evans, K.R.1    Beltramini, R.F.2
  • 18
    • 85009629928 scopus 로고    scopus 로고
    • Organizational Values and Role Stress as Determinants of Customer-Oriented Selling Performance
    • Spring
    • Flaherty, Theresa B., Robert Dahlstrom, and Steven J. Skinner (1999), "Organizational Values and Role Stress as Determinants of Customer-Oriented Selling Performance," Journal of Personal Selling & Sales Managemen., 19, 2 (Spring), 1-18.
    • (1999) Journal of Personal Selling & Sales Managemen , vol.19 , Issue.2 , pp. 1-18
    • Flaherty, T.B.1    Dahlstrom, R.2    Skinner, S.J.3
  • 19
    • 0002825170 scopus 로고
    • Attribution and Interpersonal Perception
    • Abraham Tesser, ed, New York: McGraw-Hill
    • Gilbert, Daniel T. (1995), "Attribution and Interpersonal Perception," in Advanced Social Psycholog., Abraham Tesser, ed., New York: McGraw-Hill, 99-148.
    • (1995) Advanced Social Psycholog , pp. 99-148
    • Gilbert, D.T.1
  • 20
    • 51249165033 scopus 로고
    • A Theory of Role Stress in Boundary Spanning Positions of Marketing Organizations
    • Goolsby, Jerry R. (1992), "A Theory of Role Stress in Boundary Spanning Positions of Marketing Organizations," Journal of the Academy of Marketing Scienc., 30 (2), 155-164.
    • (1992) Journal of the Academy of Marketing Scienc , vol.30 , Issue.2 , pp. 155-164
    • Goolsby, J.R.1
  • 22
    • 0030501311 scopus 로고    scopus 로고
    • The Management of Customer-Contact Service Employees: An Empirical Investigation
    • October
    • Hartline, Michael D., and O.C. Ferrell (1996), "The Management of Customer-Contact Service Employees: An Empirical Investigation," Journal of Marketin., 60 (October), 52-70.
    • (1996) Journal of Marketin , vol.60 , pp. 52-70
    • Hartline, M.D.1    Ferrell, O.C.2
  • 23
    • 67449084987 scopus 로고    scopus 로고
    • Heskett, James L., W. Earl Sasser, and Leonard A. Schlesinger (2003), The Value Profi t Chain: Treat Employees Like Customers and Customers Like Employee., New York: Free Press.
    • Heskett, James L., W. Earl Sasser, and Leonard A. Schlesinger (2003), The Value Profi t Chain: Treat Employees Like Customers and Customers Like Employee., New York: Free Press.
  • 24
    • 33144462409 scopus 로고    scopus 로고
    • Customer Complaints and Organizational Responses: The Effects of Complainants' Perceptions of Justice on Satisfaction and Loyalty
    • March
    • Karatepe, Osman M. (2006), "Customer Complaints and Organizational Responses: The Effects of Complainants' Perceptions of Justice on Satisfaction and Loyalty," International Journal of Hospitality Managemen., 25, 1 (March), 69-90.
    • (2006) International Journal of Hospitality Managemen , vol.25 , Issue.1 , pp. 69-90
    • Karatepe, O.M.1
  • 25
    • 34249008779 scopus 로고    scopus 로고
    • Examining the Effects of Role Stress on Customer Orientation and Job Performance of Retail Salespeople
    • Knight, Dee K., Hae-Jung Kim, and Christy Crutsinger (2007), "Examining the Effects of Role Stress on Customer Orientation and Job Performance of Retail Salespeople," International Journal of Retail & Distribution Managemen., 35 (5), 381-392.
    • (2007) International Journal of Retail & Distribution Managemen , vol.35 , Issue.5 , pp. 381-392
    • Knight, D.K.1    Kim, H.-J.2    Crutsinger, C.3
  • 26
    • 0001228039 scopus 로고
    • Organization and Customer: Managing Design and Coordination of Services
    • Larsson, Rikard, and David E. Bowen (1989), "Organization and Customer: Managing Design and Coordination of Services," Academy of Management Revie., 14 (2), 213-233.
    • (1989) Academy of Management Revie , vol.14 , Issue.2 , pp. 213-233
    • Larsson, R.1    Bowen, D.E.2
  • 27
    • 67449090400 scopus 로고    scopus 로고
    • Low, George S., David W. Cravens, Ken Grant, and William C. Mon-crief (2001), Antecedents and Consequences of Salesperson Burnout, European Journal of Marketin., 35 (5-6), 587-611.
    • Low, George S., David W. Cravens, Ken Grant, and William C. Mon-crief (2001), "Antecedents and Consequences of Salesperson Burnout," European Journal of Marketin., 35 (5-6), 587-611.
  • 30
    • 0042492676 scopus 로고
    • Functionally Dependent Stress Among Managers
    • Menon, Nityamalyni, and K.B. Akhilesh (1994), "Functionally Dependent Stress Among Managers," Journal of Managerial Psycholog., 9 (3), 13-22.
    • (1994) Journal of Managerial Psycholog , vol.9 , Issue.3 , pp. 13-22
    • Menon, N.1    Akhilesh, K.B.2
  • 33
    • 84970156121 scopus 로고
    • A Preliminary Investigation into the Infl uence of Customer-Firm Interface on Information Processing and Task Activities in Service Organizations
    • ---, and Thomas Turk (1986), "A Preliminary Investigation into the Infl uence of Customer-Firm Interface on Information Processing and Task Activities in Service Organizations," Journal of Managemen., 12 (1), 91-104.
    • (1986) Journal of Managemen , vol.12 , Issue.1 , pp. 91-104
    • Mills, P.K.1    Turk, T.2
  • 34
    • 34548263890 scopus 로고    scopus 로고
    • Retail Return Fraud: Merchants Feel Used, Abused; Burned Retailers Are Fed Up, Clamping Down
    • June 3
    • Neuborne, Ellen (1996), "Retail Return Fraud: Merchants Feel Used, Abused; Burned Retailers Are Fed Up, Clamping Down," USA Toda. (June 3), O1B.
    • (1996) USA Toda
    • Neuborne, E.1
  • 35
    • 48849103793 scopus 로고    scopus 로고
    • Role Ambiguity, Role Confl ict, and Performance: Empirical Evidence of an Inverted-U Relationship
    • Summer
    • Onyemah, Vincent (2008), "Role Ambiguity, Role Confl ict, and Performance: Empirical Evidence of an Inverted-U Relationship," Journal of Personal Selling & Sales Managemen., 28, 3 (Summer), 299-313.
    • (2008) Journal of Personal Selling & Sales Managemen , vol.28 , Issue.3 , pp. 299-313
    • Onyemah, V.1
  • 36
    • 67449103834 scopus 로고    scopus 로고
    • Rizzo, John R., Robert. J. House, and Sidney I. Lirtzman (1970), Role Confl ict and Role Ambiguity in Complex Organizations, Administrative Science Quarterl., 15 (2), 150-163.
    • Rizzo, John R., Robert. J. House, and Sidney I. Lirtzman (1970), "Role Confl ict and Role Ambiguity in Complex Organizations," Administrative Science Quarterl., 15 (2), 150-163.
  • 37
    • 0041882883 scopus 로고
    • Increasing Job Satisfaction of Service Personnel
    • Rogers, Jerry D., Kenneth E. Clow, and Toby J. Kash (1994), "Increasing Job Satisfaction of Service Personnel," Journal of Services Marketin., 8 (1), 14-26.
    • (1994) Journal of Services Marketin , vol.8 , Issue.1 , pp. 14-26
    • Rogers, J.D.1    Clow, K.E.2    Kash, T.J.3
  • 38
    • 2442566652 scopus 로고    scopus 로고
    • The Relationship Between Anomie and Unethical Retail Disposition
    • Rosenbaum, Mark S., and Ronald Kuntze (2003), "The Relationship Between Anomie and Unethical Retail Disposition," Psychology and Marketin., 12 (4), 1067-1093.
    • (2003) Psychology and Marketin , vol.12 , Issue.4 , pp. 1067-1093
    • Rosenbaum, M.S.1    Kuntze, R.2
  • 39
    • 38549138812 scopus 로고
    • The Intuitive Psychologist and His Shortcomings
    • Lee Ross and Leonard Berkowitz, eds, New York: Academic Press
    • Ross, L. (1977), "The Intuitive Psychologist and His Shortcomings," in Advances in Experimental Social Psycholog., vol. 10, Lee Ross and Leonard Berkowitz, eds., New York: Academic Press, 173-220.
    • (1977) Advances in Experimental Social Psycholog , vol.10 , pp. 173-220
    • Ross, L.1
  • 40
    • 0033247271 scopus 로고    scopus 로고
    • What's a Good Reason to Change? Motivated Reasoning and Social Accounts in Promoting Organizational Change
    • Rousseau, Denise M., and Snehal A. Tijoriwala (1999), "What's a Good Reason to Change? Motivated Reasoning and Social Accounts in Promoting Organizational Change," Journal of Applied Psycholog., 84 (4), 514-528.
    • (1999) Journal of Applied Psycholog , vol.84 , Issue.4 , pp. 514-528
    • Rousseau, D.M.1    Tijoriwala, S.A.2
  • 42
    • 0001785608 scopus 로고    scopus 로고
    • Understanding Customer Delight and Outrage
    • ---, and --- (1999), "Understanding Customer Delight and Outrage," Sloan Management Revie., 41 (1), 35-45.
    • (1999) Sloan Management Revie , vol.41 , Issue.1 , pp. 35-45
    • Schneider, B.1    Earl Bowen, D.2
  • 44
    • 0003057459 scopus 로고
    • The Organization of Societal Sectors
    • John W. Meyer and W. Richard Scott, eds, Newbury Park, CA: Sage
    • Scott, W. Richard, and John W. Meyer (1983), "The Organization of Societal Sectors," in Organizational Environments: Ritual and Rationalit., John W. Meyer and W. Richard Scott, eds., Newbury Park, CA: Sage, 129-155.
    • (1983) Organizational Environments: Ritual and Rationalit , pp. 129-155
    • Scott, W.R.1    Meyer, J.W.2
  • 45
    • 84925925760 scopus 로고
    • Between Service and Servility: Role Confl ict in Subordinate Service Roles
    • Shamir, Boas (1980), "Between Service and Servility: Role Confl ict in Subordinate Service Roles," Human Relation., 33 (10), 741-756.
    • (1980) Human Relation , vol.33 , Issue.10 , pp. 741-756
    • Shamir, B.1
  • 46
    • 84933487401 scopus 로고
    • Service Encounters as Rites of Integration: An Information Processing Model
    • Siehl, Caren, David E. Bowen, and Christine M. Pearson (1992), "Service Encounters as Rites of Integration: An Information Processing Model," Organizational Scienc., 3 (4), 537-555.
    • (1992) Organizational Scienc , vol.3 , Issue.4 , pp. 537-555
    • Siehl, C.1    Bowen, D.E.2    Pearson, C.M.3
  • 47
    • 0032366302 scopus 로고    scopus 로고
    • Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Infl uences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople
    • July
    • Singh, Jagdip (1998), "Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Infl uences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople," Journal of Marketin., 62 (July), 69-87.
    • (1998) Journal of Marketin , vol.62 , pp. 69-87
    • Singh, J.1
  • 48
  • 49
    • 67449092041 scopus 로고    scopus 로고
    • The Effects of Environmental Dynamism and Heterogeneity on Salesperson's Role Perceptions, Performance and Job Satisfaction
    • July
    • Sohi, Raviprett S. (1996), "The Effects of Environmental Dynamism and Heterogeneity on Salesperson's Role Perceptions, Performance and Job Satisfaction," European Journal of Marketin., 62 (July), 69-86.
    • (1996) European Journal of Marketin , vol.62 , pp. 69-86
    • Sohi, R.S.1
  • 50
    • 33745387041 scopus 로고    scopus 로고
    • Return Fraud and Abuse: How to Protect Profi ts
    • 1 7 1
    • Speights, David, and Mark Hilinski (2005), "Return Fraud and Abuse: How to Protect Profi ts," Retailing Issues Lette., 1 7 (1), 1-6.
    • (2005) Retailing Issues Lette , pp. 1-6
    • Speights, D.1    Hilinski, M.2
  • 51
    • 21844442887 scopus 로고
    • Managing Legitimacy: Strategic and Institutional Approaches
    • Suchman, Mark C. (1995), "Managing Legitimacy: Strategic and Institutional Approaches," Academy of Management Revie., 20 (3), 571-610.
    • (1995) Academy of Management Revie , vol.20 , Issue.3 , pp. 571-610
    • Suchman, M.C.1
  • 52
    • 39849084934 scopus 로고    scopus 로고
    • The Infl uences of Organizational and Personal Ethics on Role Confl ict Among Marketing Managers: An Empirical Investigation
    • March
    • Tsai, Ming-Tien, and Chia-Mei Shih (2005), "The Infl uences of Organizational and Personal Ethics on Role Confl ict Among Marketing Managers: An Empirical Investigation," International Journal of Managemen., 22, 1 (March), 54-61.
    • (2005) International Journal of Managemen , vol.22 , Issue.1 , pp. 54-61
    • Tsai, M.-T.1    Shih, C.-M.2
  • 53
    • 1642587247 scopus 로고    scopus 로고
    • Evolving to a New Dominant Logic for Marketing
    • Vargo, Stephen L., and Robert F. Lusch (2004), "Evolving to a New Dominant Logic for Marketing," Journal of Marketin., 68 (1), 1-17.
    • (2004) Journal of Marketin , vol.68 , Issue.1 , pp. 1-17
    • Vargo, S.L.1    Lusch, R.F.2
  • 54
    • 0001609723 scopus 로고
    • Institutional Theories of Organizations
    • Zucker, Lynne G. (1987), "Institutional Theories of Organizations," Annual Review of Sociolog., 13, 443-644.
    • (1987) Annual Review of Sociolog , vol.13 , pp. 443-644
    • Zucker, L.G.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.