This ad's for you: The indirect effect of advertising perceptions on salesperson effort and performance

Journal of the Academy of Marketing Science

Volumn 41, Issue 1, 2013, Pages 1-18

  Hughes, Douglas E ^a  

^a MICHIGAN STATE UNIVERSITY   (United States)

Author keywords

Advertising; Brand identification; Effort; Expectancy; Internal marketing; Sales performance; Salesperson

Indexed keywords

EID: 84872166781     PISSN: 00920703     EISSN: None     Source Type: Journal    
DOI: 10.1007/s11747-011-0293-y     Document Type: Article

References (67)

1. Ahearne, M., Rapp, A., Hughes, D. E., & Jindal, R. (2010). Managing sales force product perceptions and control systems in the success of new product introductions. Journal of Marketing Research, 47(4), 764-776.
2. Anderson, J. C., & Gerbing, D. W. (1988). Structural equation modeling in practice: a review and recommended two-step approach. Psychological Bulletin, 103, 411-423.
3. Anderson, E., Lodish, L. M., & Weitz, B. A. (1987). Resource allocation behavior in conventional channels. Journal of Marketing Research, 24(1), 85-97.
4. Bagozzi, R. P. (1980). Causal models in marketing. NY: John Wiley & Sons.
5. Bandura, A. (1986). Social foundations of thought and action: A social cognitive theory. Englewood Cliffs: Prentice-Hall.
6. Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51(6), 1173-1182.
7. Baumgartner, H., & Homburg, C. (1996). Applications of structural equation modeling in marketing and consumer research: a review. International Journal of Research in Marketing, 13(2), 139-161.
8. Bhattacharya, C. B., & Sen, S. (2003). Consumer-company identification: a framework for understanding consumers' relationships with companies. Journal of Marketing, 67, 76-88.
9. Brewer, M. B. (1991). The social self: on being the same and different at the same time. Personality and Social Psychology Bulletin, 17, 475-482.
10. Brown, S. P., & Peterson, R. A. (1994). The effect of effort on sales performance and job satisfaction. Journal of Marketing, 58, 70-80.
11. Brown, S. P., & Stayman, D. M. (1992). Antecedents and consequences of attitude toward the ad: a meta-analysis. Journal of Consumer Research, 19(2), 34-51.
12. Burnham, K. P., & Anderson, D. R. (2004). Multimodel inference: understanding AIC and BIC in model selection. Sociological Methods Research, 33(2), 261-304.
13. Chonko, L. (1986). Organizational commitment in the sales force. Journal of Personal Selling and Sales Management, 6, 19-27.
14. Christensen, L. T. (1995). Buffering organizational identity in the marketing culture. Organization Studies, 16(4), 651-672.
15. Churchill, G. A. (1979). A paradigm for developing better measures of marketing constructs. Journal of Marketing Research, 16, 64-73.
16. Cialdini, R. B., Borden, R. J., Thorne, A., Walker, M. R., Freeman, S., & Sloan, L. R. (1976). Basking in reflected glory: three (football) field studies. Journal of Personality and Social Psychology, 34(3), 366-375.
17. Cohen, J., & Cohen, P. (1983). Applied regression/correlation analysis for the behavioral sciences. Hillsdale: LEA.
18. Dandridge, T. C., Mitroff, I., & Joyce, W. F. (1980). Organizational symbolism: a topic to expand organizational analysis. Academy of Management Review, 5, 77-82.
19. Donavan, D. T., Janda, S., & Suh, J. (2006). Environmental influences in corporate brand identification and outcomes. Brand Management, 14(1/2), 125-136.
20. Duncan, T., & Moriarty, S. E. (1998). A communication-based marketing model for managing relationships. Journal of Marketing, 62(2), 1-13.
21. Dutton, J. E., Dukerich, J. M., & Harquail, C. V. (1994). Organizational images and member identification. Administrative Science Quarterly, 39, 239-263.
22. Escalas, J. E., & Bettman, J. R. (2003). You are what they eat: the influence of reference groups on consumers' connections to brands. Journal of Consumer Psychology, 13(3), 339-348.
23. Feldman, J. M., & Lynch, J. G. (1988). Self-generated validity and other effects of measurement on belief, attitude, intentions, and behavior. Journal of Applied Psychological, 73(3), 421-435.
24. Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39-50.
25. Frayne, C. A., & Geringer, J. M. (2000). Self-management training for improving job performance: a field experiment involving salespeople. Journal of Applied Psychology, 85(3), 361-372.
26. Gardner, M. P. (1985). Does attitude toward the ad affect brand attitude under a brand evaluation set? Journal of Marketing Research, 22, 192-198.
27. Gatignon, H., & Hanssens, D. M. (1987). Modeling marketing interactions with application to salesforce effectiveness. Journal of Marketing Research, 24(3), 247-257.
28. George, W. R., & Berry, L. L. (1981). Guidelines for advertising services. Business Horizons, 24, 52-56.
29. Gilly, M. C., & Wolfinbarger, M. (1998). Advertising's internal audience. Journal of Marketing, 62, 69-87.
30. Gopalakrishna, S., & Chatterjee, R. (1992). A communications response model for a mature industrial product: application and implications. Journal of Marketing Research, 29(2), 189-200.
31. Hatch, M. J. (1993). The dynamics of organizational culture. Academy of Management Review, 18, 657-693.
32. Hu, L., & Bentler, P. M. (1999). Cutoff criteria for fit indexes in covariance structure analysis: conventional criteria versus. Structural Equation Modeling, 6(1), 1.
33. Hughes, D. E., & Ahearne, M. (2010). Energizing the reseller's sales force: the power of brand identification. Journal of Marketing, 74(4), 81-96.
34. Kirmani, A. (1990). The effect of perceived advertising costs on brand perceptions. Journal of Consumer Research, 17, 160-171.
35. Kotler, P., Rackham, N., & Krishnaswamy, S. (2006). Ending the war between sales and marketing. Harvard Business Review, 84(7/8), 68-78.
36. Kuenzel, S., & Halliday, S. V. (2008). Investigating antecedents and consequences of brand identification. Journal of Product and Brand Management, 17(5), 293-304.
37. Laczniak, R. N., & Muehling, D. D. (1993). Toward a better understanding of the role of advertising message involvement. Psychology & Marketing, 10(4), 301-319.
38. Lusch, R. L., Vargo, S. L., & Tanniru, M. (2010). Service, value-networks, and learning. Journal of the Academy of Marketing Science, 38(1), 19-31.
39. Maas, C. J. M., & Hox, J. J. (2004). The influence of violations of assumptions on multilevel parameter estimates and their standard errors. Computational Statistics & Data Analysis, 46, 427-440.
40. MacKenzie, S. B., & Lutz, R. J. (1989). An empirical examination of the structural antecedents of attitude toward the ad in an advertising pretesting context. Journal of Marketing, 53(2), 48-65.
41. MacKenzie, S. B., Lutz, R. J., & Belch, G. E. (1986). The role of attitude toward the ad as a mediator of advertising effectiveness: a test of competing explanations. Journal of Marketing Research, 23(2), 130-143.
42. MacKenzie, S. B., Podsakoff, P. M., & Fetter, R. (1993). The impact of organizational citizenship behavior on evaluations of salesperson performance. Journal of Marketing, 57(1), 70-80.
43. MacKinnon, D. P., Lockwood, C. M., Hoffman, J. M., West, S. G., & Sheets, V. (2002). A comparison of methods to test mediation and other intervening variable effects. Psychological Methods, 7(1), 83-104.
44. Mael, F., & Ashforth, B. E. (1992). Alumni and their alma mater: a partial test of the reformulated model of organizational identification. Journal of Organizational Behavior, 13, 103-123.
45. Markus, H. (1983). Self knowledge: an expanded view. Journal of Personality, 51, 543-566.
46. Markus, H., & Nurius, P. (1986). Possible selves. American Psychologist, 41, 954-969.
47. Miller, N., & Marks, G. (1982). Assumed similarity between self and other: effect of expectation of future interaction with that other. Social Psychology Quarterly, 45(2), 100-105.
48. Miniard, P. W., Bhatla, S., & Rose, R. L. (1990). On the formation and relationship of ad and brand attitudes: an experimental and causal analysis. Journal of Marketing Research, 27, 290-303.
49. Mitchell, C. (2002). Selling the brand inside. Harvard Business Review, 80(1), 99-105.
50. Morrill, J. E. (1970). Industrial advertising pays off. Harvard Business Review, 48, 4-14.
51. Muthen, L. K., & Muthen, B. O. (2007). Mplus user's guide: Statistical analysis with latent variables. Los Angeles: Muthen & Muthen.
52. Petty, R. E., Cacioppo, J. T., & Schumann, D. (1983). Central and peripheral routes to advertising effectiveness: the moderating role of involvement. Journal of Consumer Research, 10, 135-146.
53. Podsakoff, P. M., MacKenzie, S. B., Lee, J., & Podsakoff, N. P. (2003). Common method biases in behavioral research: a critical review of the literature and recommended remedies. Journal of Applied Psychology, 88(3), 879-903.
54. Rand, T. M., & Wexley, K. N. (1975). Demonstration of the effect 'similar to me' in simulated employment interviews. Psychological Reports, 36, 535-544.
55. Raudenbush, S. W., & Bryk, A. S. (2002). Hierarchical linear models: Application and data analysis methods. Newbury Park: Sage.
56. Scholl, R. W. (1981). Differentiating organizational commitment from expectancy as a motivating force. Academy of Management Review, 6(4), 589-599.
57. Schramm, W. (1973). Men, messages, and media: A look at human communication. New York: Harper & Row.
58. Smith, T. M., Gopalakrishna, S., & Chatterjee, R. (2006). A three-stage model of integrated marketing communications at the marketing-sales interface. Journal of Marketing Research, 43(4), 564-579.
59. Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a sales force. New York: McGraw-Hill.
60. Srivistava, R., Strutton, D., & Pelton, L. E. (2001). The will to win: an investigation of how sales managers can improve the quantitative aspects of their sales force's effort. Journal of Marketing Theory and Practice, 9, 11-26.
61. Stohl, C. (1995). Organizational communication: Correctedness in action (pp. 273-285). Thousand Oaks: Sage.
62. Swinyard, W. R., & Ray, M. L. (1977). Advertising-selling interactions: an attribution theory experiment. Journal of Marketing Research, 14(4), 509-516.
63. Tajfel, H. (1978). Differentiation between social groups: Studies in the social psychology of intergroup relations. London: Academic.
64. Tajfel, H., & Turner, J. C. (1986). The social identity theory of intergroup behavior. In S. Worchel & W. G. Austin (Eds.), Psychology of intergroup relations. Chicago: Nelson-Hall.
65. Walker, O. C., Churchill, G. A., Jr., & Ford, N. M. (1977). Motivation and performance in industrial selling: present knowledge and needed research. Journal of Marketing Research, 14, 156-169.
66. Wieseke, J., Ahearne, M., Lam, S. K., & van Dick, R. (2009). The role of leaders in internal marketing. Journal of Marketing, 73(2), 123-145.
67. Wolfinbarger, M. F., & Gilly, M. C. (2005). "How firm advertising affects employees' trust, organizational identification, and customer focus," MSI Reports, 05-002 (2), 20-39.