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Driving Organizational Citizenship Behaviors and Salesperson In-Role Behavior Performance: The Role of Management Control and Perceived Organizational Support

Journal of the Academy of Marketing Science, 2006-04, Vol.34 (2), p.244-262 [Peer Reviewed Journal]

Copyright SAGE PUBLICATIONS, INC. Spring 2006 ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1177/0092070305280532 ;CODEN: JAMSDE

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  • Title:
    Driving Organizational Citizenship Behaviors and Salesperson In-Role Behavior Performance: The Role of Management Control and Perceived Organizational Support
  • Author: Piercy, N. F.
  • Subjects: Altruism ; Behavior ; Management controls ; Marketing ; Mediators ; Organizational behavior ; Performance management ; Sales management ; Salespeople ; Studies
  • Is Part Of: Journal of the Academy of Marketing Science, 2006-04, Vol.34 (2), p.244-262
  • Description: Interest in management control approaches and organizational factors associated with higher levels of salesperson performance is reflected in research streams concerned with behavior-based control strategies and organizational citizenship behaviors (OCBs). This study makes two distinct additions to the literature relating to control, organizational citizenship behaviors and salesperson performance. First, the study distinguishes between salesperson in-role behavior performance and outcome performance to model in-role behavior performance as a mediator between OCB and outcome performance. Second, the work supports sales manager control as an antecedent to OCB. A second model introduces perceived organizational support (POS) as an additional antecedent to salesperson OCB, and more important, as a consequence of sales manager control. This construct has not been included in prior salesperson OCB studies. Results show sales manager control has a stronger impact on OCB through POS, than directly, and POS has a strong impact on salesperson OCB. [PUBLICATION ABSTRACT]
  • Publisher: New York: Springer Nature B.V
  • Language: English
  • Identifier: ISSN: 0092-0703
    EISSN: 1552-7824
    DOI: 10.1177/0092070305280532
    CODEN: JAMSDE
  • Source: ProQuest One Psychology
    Alma/SFX Local Collection
    ProQuest Central
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