Causes and Consequences of Abusive Supervision in Sales Management: A Tale of Two Perspectives

Psychology and Marketing

Volumn 31, Issue 4, 2014, Pages 278-293

  Gabler, Colin B ^a   Nagy, Katy R ^b   Hill, Ronald Paul ^b  

^a OHIO UNIVERSITY   (United States)

^b Villanova School of Business   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84897723466     PISSN: 07426046     EISSN: 15206793     Source Type: Journal    
DOI: 10.1002/mar.20694     Document Type: Article

References (63)

1. Adams, J. S. (1965). Inequity in social exchange. Advances in Experimental Social Psychology, 2, 267-299.
2. Allen, N. J., & Meyer, J. P. (1990). The measurement and antecedents of affective, continuance and normative commitment to the organization. Journal of Occupational Psychology, 63, 1-18.
3. Aryee, S., Sun, L-Y., Chen, Z. X., & Debrah, Y. A. (2007). Antecedents and outcomes of abusive supervision: Test of a trickle-down model. Journal of Applied Psychology, 92, 191-201.
4. Bandura, A. (1977). Social learning theory. New York: General Learning Press.
5. 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, 1173-1182.
6. Bellizzi, J. A. (2006). Disciplining top-performing unethical salespersons: Examining the moderating effects of ethical seriousness and consequences. Psychology & Marketing, 23, 181-201.
7. Bettinger, C. (1989). Use corporate culture to trigger high performance. Journal of Business Strategy, 10, 38-42.
8. Bligh, M. C., Kohles, J. C., Pearce, C. L., Justin, J. E., & Stovall, J. F. (2007). When the romance is over: Follower perspectives of aversive leadership. Applied Psychology, 56, 528-557.
9. Bowling, N. A., & Michel, J. S. (2011). Why do you treat me badly? The role of attributions regarding the cause of abuse in subordinates' responses to abusive supervision. Work and Stress, 25, 309-320.
10. Brashear, T. G., Brooks, C. M., & Boles, J. S. (2004). Distributive and procedural justice in a sales force context: Scale development and validation. Journal of Business Research, 57, 86-93.
11. Brown, M. E., & Mitchell, M. S. (2010). Ethical and unethical leadership: Exploring new avenues for future research. Business Ethics Quarterly, 20, 583-616.
12. Brown, S. P., & Peterson, R. A. (1994). The effect of effort on sales performance and job satisfaction. Journal of Marketing, 58, 70-80.
13. Brown, M. E., Treviño, L. K., & Harrison, D. A. (2005). Ethical leadership: A social learning perspective for constant development and testing. Organizational Behavior and Human Decision Processes, 97, 117-134.
14. Cammann, C., Fichman, M., Jenkins, G. D., Jr., & Klesh, J. R. (1983). Assessing the attitudes and perceptions of organizational members. In S. E. Seashore, E. E. Lawler, III, P. H. Mirvis, & C. Cammann (Eds.). Assessing organizational change: A guide to methods, measures, and practices (pp. 71-138). New York: Wiley.
15. Cheng, B-S., Chou, L-F., Wu, T-Y., Huang, M-P., & Farh, J-L. (2004). Paternalistic leadership and subordinate responses: Establishing a leadership model in Chinese organizations. Asian Journal of Social Psychology, 7, 89-117.
16. Cragg, W. (2012). Ethics, enlightened self-interest, and the corporate responsibility to respect human rights: A critical look at the justificatory foundations of the UN framework. Business Ethics Quarterly, 22, 9-36.
17. Cropanzano, R., & Folger, R. (1989). Referent cognitions and task decision autonomy: Beyond equity theory. Journal of Applied Psychology, 74, 293-299.
18. DeConinck, J. B., & Johnson, J. T. (2009). The effects of perceived supervisor support, perceived organizational support, and organizational justice on turnover among salespersons. Journal of Personal Selling and Sales Management, 29, 333-351.
19. Dudycha, A. L., & Carpenter, J. B. (1973). Effects of item format on item discrimination and difficulty. Journal of Applied Psychology, 58, 116-121.
20. Dunning, J., Petcotich, A., & O'Cass, A. (2004). What happens when things go wrong? Retail sales explanations and their effects. Psychology & Marketing, 21, 552-572.
21. Feldman, J. M., & Lynch, J. G. (1988). Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior. Journal of Applied Psychology, 73, 421-435.
22. Ferrell, O. C., Johnston, M. W., & Ferrell, L. (2007). A framework for personal selling and sales management ethical decision making. Journal of Personal Selling & Sales Management, 27, 291-299.
23. Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18, 39-50.
24. Goffin, R. D., & Gellatly, I. E. (2001). A multi-rater assessment of organizational commitment: Are self-report measures biased? Journal of Organizational Behavior, 22, 437-451.
25. Greenberg, J. (1987). A taxonomy of organizational justice theories. Academy of Management Review, 12, 9-22.
26. Harris, K. J., Kacmar, K. M., & Zivnuska, S. (2007). An investigation of abusive supervision as a predictor of performance and the meaning of work as a moderator of the relationship. Leadership Quarterly, 18, 252-263.
27. Hoffman, R. C., & Hegarty, W. H. (1993). Top management influence on innovation: Effects of executive characteristics and social culture. Journal of Management, 19, 549-575.
28. Holtz, B. C., & Harold, C. M. (2008). Fair today, fair tomorrow? A longitudinal investigation of overall justice perceptions. Journal of Personality and Social Psychology, 94, 1185-1199.
29. Howard, J. L., & Wech, B. A. (2012). A model of organizational and job environment influences on workplace violence. Employee Responsibilities and Rights Journal, 24, 111-127.
30. Huffman, C., & Cain, L. B. (2001). Adjustments in performance measures: Distributive and procedural justice effects on outcome satisfaction. Psychology & Marketing, 18, 593-615.
31. Hunt, S. D., Wood, V. R., & Chonko, L. B. (1989). Corporate ethical values and organizational commitment in marketing. Journal of Marketing, 53, 79-90.
32. Leigh, T. W., & Marshall, G. W. (2001). Research priorities in sales strategy and performance. Journal of Personal Selling and Sales Management, 21, 83-93.
33. Lemke, D. K., & Marshall, S. (1991). Ethics in declining organizations. Business Ethics Quarterly, 1, 235-248.
34. Luthans, F., Zhu, W., & Avolio, B. J. (2006). The impact of efficacy on work attitudes across cultures. Journal of World Business, 41, 121-132.
35. Mathisen, G. E., Einarsen, S., & Mykletun, R. (2011). The relationship between supervisor personality, supervisors' perceived stress and workplace bullying. Journal of Business Ethics, 99, 637-651.
36. Mayer, D. M., Kuenzi, M., Greenbaum, R., Bardes, M., & Salvador, R. B. (2009). How low does ethical leadership flow? Test of a trickle-down model. Organizational Behavior and Human Decision Processes, 108, 1-13.
37. Meglich, P. A., & Eesley, D. T. (2011). A "bully" in its own china shop: Risk factors for Abusive supervision. International Journal of Business and Social Science, 19, 11-22.
38. McCrae, R. R., & Costa, P. T. (1989). The structure of interpersonal traits: Circumplex and the five-factor model. Journal of Personality and Social Psychology, 56, 586-595.
39. Morrow, P. (2011). Managing organizational commitment: Insights from longitudinal research. Journal of Vocational Behavior, 79, 18-35.
40. Newman, D. A. (2009). Missing data techniques and low response rates: The role of systematic nonresponse parameters. In C. E. Lance and R. J. Vandenberg (Eds.), Statistical and Methodological Myths and Urban Legends: Doctrine, Verity and Fable in the Organizational and Social Sciences (pp. 7-36). New York: Routledge.
41. Niehoff, B. P., & Moorman, R. H. (1993). Justice as the mediator of the relationship between methods of monitoring and organizational citizenship behavior. Academy of Management Journal, 36, 527-556.
42. Palanski, M., Avey, J. B., & Jiraporn, N. (2013). The effects of ethical leadership and abusive supervision on job search behaviors in the turnover process. Journal of Business Ethics, 1-12.
43. Podsakoff, P. M., MacKenzie, S. B., Lee, J-Y., & Podsakoff, N. P. (2003). Common method biases in behavioral research: A critical review of the literature and recommended remedies. Journal of Applied Psychology, 88, 879-903.
44. Rogelberg, S. G., & Stanton, J. M. (2007). Introduction: Understanding and dealing with organizational survey nonresponse. Organizational Research Methods, 10, 195-209.
45. Rutherford, B., Park, J., & Han, S. L. (2011). Increasing job performance and decreasing salesperson propensity to leave: An examination of an Asian sales force. Journal of Personal Selling and Sales Management, 31, 171-184.
46. Schaubroeck, J., Walumbwa, F. O., Ganster, D. C., & Kepes, S. (2007). Destructive leader traits and the neutralizing influence of an "enriched" job. Leadership Quarterly, 18, 236-251.
47. Schyns, B., & Schilling, J. (2013). How bad are the effects of bad leaders? A meta-analysis of destructive leadership and its outcomes. Leadership Quarterly, 24, 138-158.
48. Sims, R. L., & Sun, P. (2012). Witnessing workplace bullying and the Chinese manufacturing employee. Journal of Managerial Psychology, 27, 9-26.
49. Smith, B., Andras, T. L., & Rosenbloom, B. (2012). Transformational leadership: Managing the 21st century sales force. Psychology & Marketing, 29, 434-444.
50. Smith, J. B., & Barclay, D. W. (1997). The effects of organizational differences and trust on the effectiveness of selling partner relationships. Journal of Marketing, 61, 3-21.
51. Sobel, M. E. (1982). Asymptotic confidence intervals for indirect effects in structural equations models. In S. Leinhart (Ed.), Sociological Methodology 1982 (pp. 290-312). San Francisco, CA: Jossey-Bass.
52. Spector, P. E. (1987). Method variance as an artifact in self-reported affect and perceptions at work: Myth or significant problem? Journal of Applied Psychology, 72, 438-443.
53. Spinello, R. A. (1996). Ethics and leadership on Wall Street. Business Ethics Quarterly, 6, 241-252.
54. Starratt, A., & Grandy, G. (2010). Young workers' experience of abusive leadership. Leadership and Organizational Development Journal, 31, 136-158.
55. Stephens, D. L., Hill, R. P., & Gentry, J. (2005). A consumer-behavior perspective on intimate partner violence. Journal of Contemporary Ethnography, 34, 36-67.
56. Tepper, B. J. (2000). Consequences of abusive supervision. Academy of Management Journal, 43, 178-190.
57. Tepper, B. J. (2007). Abusive supervision in work organizations: Review, synthesis, and research agenda. Journal of Management, 33, 261-289.
58. Tepper, B. J., Duffy, M. K., Henle, C. A., & Lambert, L. S. (2006). Procedural injustice, victim precipitation, and abusive supervision. Personnel Psychology, 59, 101-123.
59. Thau, S., Bennett, R. J., Mitchell, M. S., & Marrs, M. B. (2009). How management style moderates the relationship between abusive supervision and workplace deviance: An uncertainty management theory perspective. Organizational Behavior and Human Decision Processes, 108, 79-92.
60. Thomas, E. R. (2007). Development and validation of an internationally reliable short-form of the positive and negative affect schedule (PANAS). Journal of Cross-Cultural Psychology, 38, 227-242.
61. Treviño, L. K., Butterfield, K. D., & McCabe, D. L. (1998). The ethical context in organizations: Influences on employee attitudes and behaviors. Business Ethics Quarterly, 8, 447-476.
62. Watson, D., Clark, L. A., & Carey, G. (1988). Positive and negative affectivity and their relation to anxiety and depressive disorders. Journal of Abnormal Psychology, 97, 346-353.
63. Williams, L. J., & Anderson, S. E. (1991) Job satisfaction and organizational commitment as predictors of organizational citizenship and in-role behaviors. Journal of Management, 17, 601-617.