883
Views
35
CrossRef citations to date
0
Altmetric
Articles

Do sales and service compete? The impact of multiple psychological climates on frontline employee performance

, , , &
Pages 11-26 | Received 20 Apr 2016, Accepted 12 Dec 2016, Published online: 14 Feb 2017

References

  • Agnihotri, R., M. Krush, and R. K. Singh. 2012. “Understanding the Mechanism Linking Interpersonal Traits to Pro-social Behaviors among Salespeople: Lessons from India.” Journal of Business & Industrial Marketing 27: 211–227. doi: 10.1108/08858621211207234
  • Ahearne, M., R. Jelinek, and E. Jones. 2007. “Examining the Effect of Salesperson Service Behavior in a Competitive Context.” Journal of the Academy of Marketing Science 35: 603–616. doi: 10.1007/s11747-006-0013-1
  • Ahearne, M., J. Mathieu, and A. Rapp. 2005. “To Empower or Not To Empower your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance.” Journal of Applied Psychology 90: 735–744.
  • Ahearne, M., A. Rapp, D. E. Hughes, and R. Jindal. 2010. “Managing Sales Force Product Perceptions and Control Systems in the Success of New Product Introductions.” Journal of Marketing Research 47: 764–776. doi: 10.1509/jmkr.47.4.764
  • Baltes, B. B., L. S. Zhdanova, and C. P. Parker. 2009. “Psychological Climate: A Comparison of Organizational and Individual Level Referents.” Human Relations 62: 669–700. doi: 10.1177/0018726709103454
  • Bandura, A. 2002. “Social Cognitive Theory and Clinical Psychology.” In International Encyclopedia of the Social and Behavioral Sciences, edited by Neil J. Smelser, and Paul B. Baltes, 14250–14254. Oxford: Elsevier.
  • Bargh, J. A., M. Chen, and L. Burrows. 1996. “Automaticity of Social Behavior: Direct Effects of Trait Construct and Stereotype Activation on Action.” Journal of Personality and Social Psychology 71: 230–244. doi: 10.1037/0022-3514.71.2.230
  • Barling, J., C. Loughlin, and E. K. Kelloway. 2002. “Development and Test of a Model Linking Safety-specific Transformational Leadership and Occupational Safety.” Journal of Applied Psychology 87: 488–496. doi: 10.1037/0021-9010.87.3.488
  • Bartel, C. A. 2001. “Social Comparisons in Boundary-spanning Work: Effects of Community Outreach on Members’ Organizational Identity and Identification.” Administrative Science Quarterly 46: 379–414. doi: 10.2307/3094869
  • Becker, G. S. 1965. “A Theory of the Allocation of Time.” The Economic Journal 75: 493–517. doi: 10.2307/2228949
  • Bergeron, D. M. 2007. “The Potential Paradox of Organizational Citizenship Behavior: Good Citizens at What Cost?” Academy of Management Review, 32: 1078–1095. doi: 10.5465/AMR.2007.26585791
  • Beus, J. M., S. C. Payne, M. E. Bergman, and W. Arthur. 2010. “Safety Climate and Injuries: An Examination of Theoretical and Empirical Relationships.” Journal of Applied Psychology 95: 713–727. doi: 10.1037/a0019164
  • Brown, S. P., W. L. Cron, and J. W. Slocum. 1998. “Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance.” Journal of Marketing 62: 88–98. doi: 10.2307/1252289
  • Brown, S. P., and T. W. Leigh. 1996. “A New Look at Psychological Climate and Its Relationship to Job Involvement, Effort, and Performance.” Journal of Applied Psychology 81: 358–368. doi: 10.1037/0021-9010.81.4.358
  • Brown, S. P., and R. A. Peterson. 1994. “The Effect of Effort on Sales Performance and Job Satisfaction.” Journal of Marketing 58: 70–80. doi: 10.2307/1252270
  • Carless, S. A. 2003. “Does Psychological Empowerment Mediate the Relationship Between Psychological Climate and Job Satisfaction?” Journal of Business and Psychology, 18: 405–425. doi: 10.1023/B:JOBU.0000028444.77080.c5
  • Chandrasekaran, D., and G. J. Tellis. 2008. “Global Takeoff of New Products: Culture, Wealth, or Vanishing Differences?” Marketing Science 27: 844–860. doi: 10.1287/mksc.1070.0329
  • Delery, J. E., and D. Doty. 1996. “Modes of Theorizing in Strategic Human Resource Management: Tests of Universalistic, Contingency, and Configurations.” Performance Predictions. Academy of Management Journal 39: 802–835.
  • Dietz, J., S. D. Pugh, and J. W. Wiley. 2004. “Service Climate Effects on Customer Attitudes: An Examination of Boundary Conditions.” Academy of Management Journal 47: 81–92. doi: 10.2307/20159561
  • Doty, D., and W. H. Glick. 1994. “Typologies as a Unique Form of Theory Building: Toward Improved Understanding and Modeling.” Academy of Management Review 19: 230–251.
  • Dov, Z. 2008. “Safety Climate and Beyond: A Multi-level Multi-climate Framework.” Safety Science 46: 376–387. doi: 10.1016/j.ssci.2007.03.006
  • Edwards, J. R. 1994. “The Study of Congruence in Organizational Behavior Research: Critique and a Proposed Alternative.” Organizational Behavior and Human Decision Processes 58: 51–100. doi: 10.1006/obhd.1994.1029
  • Edwards, J. R. 2002. “Alternatives to Difference Scores: Polynomial Regression Analysis and Response Surface Methodology.” In Measuring and Analyzing Behavior in Organizations: Advances in Measurement and Data Analysis, edited by Fritz Drasgow, and Neil Schmidt, 350–400. San Francisco: Jossey-Bass/Pfeiffer.
  • Edwards, J. R., and M. E. Parry. 1993. “On the Use of Polynomial Regression Equations as an Alternative to Difference Scores in Organizational Research.” Academy of Management Journal 36: 1577–1613. doi: 10.2307/256822
  • Ehrhart, K. H., L. A. Witt, B. Schneider, and S. J. Perry. 2011. “Service Employees That Give as They Get: Internal Service as a Moderator of the Service Climate-service Outcomes Link.” Journal of Applied Psychology 96: 423–431. doi: 10.1037/a0022071
  • Evans, K. R., T. J. Arnold, and J. A. Grant. 1999. “Combining Service and Sales at the Point of Customer Contact: A Retail Banking Example.” Journal of Service Research 2: 34–49. doi: 10.1177/109467059921004
  • Evans, K. R., T. D. Landry, P. Li, and S. Zou. 2007. “How Sales Controls Affect Job-related Outcomes: The Role of Organizational Sales-related Psychological Climate Perceptions.” Journal of the Academy of Marketing Science 35: 445–459. doi: 10.1007/s11747-007-0033-5
  • Farh, J. L., C. B. Zhong, and D. W. Organ. 2004. “Organizational Citizenship Behavior in the People’s Republic of China.” Organization Science 15: 241–253. doi: 10.1287/orsc.1030.0051
  • Fazio, R. H. 1986. “How Do Attitudes Guide Behavior?” In The Handbook of Motivation and Cognition: Foundations of Social Behavior, edited by Richard M. Sorentino, and Edward T. Higgins, 204–243. New York: Guilford.
  • Fornell, C., and D. F. Larcker. 1981. “Evaluating Structural Equation Models with Unobservable Variables and Measurement Error.” Journal of Marketing Research 18: 39–50. doi: 10.2307/3151312
  • Gefen, D., and P. A. Pavlou. 2012. “The Boundaries of Trust and Risk: The Quadratic Moderating Role of Institutional Structures.” Information Systems Research 23: 940–959. doi: 10.1287/isre.1110.0395
  • Glick, W. H. 1985. “Conceptualizing and Measuring Organizational and Psychological Climate: Pitfalls in Multilevel Research.” Academy of Management Review 10: 601–616.
  • Grant, A. M. 2008. “Does Intrinsic Motivation Fuel the Prosocial Fire? Motivational Synergy in Predicting Persistence, Performance and Productivity.” Journal of Applied Psychology 93: 48–58. doi: 10.1037/0021-9010.93.1.48
  • Hinkin, T. R., and J. B. Tracey. 1999. “An Analysis of Variance Approach to Content Validation.” Organizational Research Methods 2: 175–186. doi: 10.1177/109442819922004
  • Hockey, G. R. J. 1997. “Compensatory Control in the Regulation of Human Performance Under Stress and High Workload: A Cognitive-energetical Framework.” Biological Psychology 45: 73–93. doi: 10.1016/S0301-0511(96)05223-4
  • Hong, Y., H. Liao, J. Hu, and K. Jiang. 2013. “Missing Link in the Service Profit Chain: A Meta-analytic Review of the Antecedents, Consequences, and Moderators or Service Climate.” Journal of Applied Psychology 98: 237–267. doi: 10.1037/a0031666
  • Hui, C. H., W. C. K. Chiu, P. L. H. Yu, K. Cheng, and H. H. M. Tse. 2007. “The Effects of Service Climate and the Effective Leadership Behaviour of Supervisors on Frontline Employee Service Quality: A Multi-level Analysis.” Journal of Occupational and Organizational Psychology 80: 151–172. doi: 10.1348/096317905X89391
  • James, L. A., and L. R. James. 1989. “Integrating Work Environment Perceptions: Explorations into the Measurement of Meaning.” Journal of Applied Psychology 74: 739–751. doi: 10.1037/0021-9010.74.5.739
  • Jasmand, C., V. Blazevic, and K. de Ruyter. 2012. “Generating Sales While Providing Service: A Study of Customer Service Representatives’ Ambidextrous Behavior.” Journal of Marketing 76: 20–37. doi: 10.1509/jm.10.0448
  • Johns, G. 2006. “The Essential Impact of Context on Organizational Behavior.” Academy of Management Review 31: 386–408. doi: 10.5465/AMR.2006.20208687
  • Johnson, J. W. 1996. “Linking Employee Perceptions of Service Climate to Customer Satisfaction.” Personnel Psychology 49: 831–851. doi: 10.1111/j.1744-6570.1996.tb02451.x
  • de Jong, A., K. de Ruyter, and J. Lemmink. 2004. “Antecedents and Consequences of the Service Climate in Boundary-spanning Self-managing Service Teams.” Journal of Marketing 68: 18–35. doi: 10.1509/jmkg.68.2.18.27790
  • Joyce, W. F., and J. Slocum. 1982. “Climate Discrepancy: Refining the Concepts of Psychological and Organizational Climate.” Human Relations 35: 951–971. doi: 10.1177/001872678203501102
  • Kenny, D. A., D. A. Kashy, and N. Bolger. 1998. “Data Analysis in Social Exchange.” In The Handbook of Social Psychology. Vol. 1, 4th ed., edited by Daniel Gilbert, Susan Fiske, and Gardner Lindzey, 233–265. Boston, MA: McGraw-Hill.
  • Kindström, D., C. Kowalkowski, and E. Sandberg. 2013. “Enabling Service Innovation: A Dynamic Capabilities Approach.” Journal of Business Research 66: 1063–1073. doi: 10.1016/j.jbusres.2012.03.003
  • King, E. B., M. R. Hebl, J. M. George, and S. F. Matusik. 2010. “Understanding Tokenism: Antecedents and Consequences of a Psychological Climate of Gender Inequity.” Journal of Management 36: 482–510. doi: 10.1177/0149206308328508
  • Kuenzi, M., and M. Schminke. 2009. “Assembling Fragments into a Lens: A Review, Critique, and Proposed Research Agenda for the Organizational Work Climate Literature.” Journal of Management 35: 634–717. doi: 10.1177/0149206308330559
  • Liao, H., and A. Chuang. 2004. “A Multilevel Investigation of Factors Influencing Employee Service Performance and Customer Outcomes.” Academy of Management Journal 47: 41–58. doi: 10.2307/20159559
  • Martin, C. A., and A. J. Bush. 2006. “Psychological Climate, Empowerment, Leadership Style, and Customer-oriented Selling: An Analysis of the Sales Manager–Salesperson Dyad.” Journal of the Academy of Marketing Science 34: 419–438. doi: 10.1177/0092070306286205
  • Mayer, D. M., M. G. Ehrhart, and B. Schneider. 2009. “Service Attribute Boundary Conditions of the Service Climate-Customer Satisfaction Link.” Academy of Management Journal 52: 1034–1050. doi: 10.5465/AMJ.2009.44635617
  • Organ, D. W. 1988. Organizational Citizenship Behavior: The Good Soldier Syndrome. Lexington, MA: Lexington Books.
  • Organ, D. W. 1997. “Organizational Citizenship Behavior: It’s Construct Cleanup Time.” Human Performance 10: 85–97. doi: 10.1207/s15327043hup1002_2
  • Organ, D. W., P. M. Podsakoff, and S. B. MacKenzie. 2006. Organizational Citizenship Behavior: Its Nature, Antecedents, and Consequences. Thousand Oaks: Sage.
  • Ostroff, C., A. J. Kinicki, and M. M. Tamkins. 2003. “Organizational Culture and Climate.” In Handbook of Psychology, edited by Irving B. Weiner, Walter C. Borman, Daniel R. Ilgen, and Richard J. Klimoski, 565–594. Hoboken, NJ: Wiley.
  • Paulin, M., R. J. Ferguson, and J. Bergeron. 2006. “Service Climate and Organizational Commitment: The Importance of Customer Linkages.” Journal of Business Research 59: 906–915. doi: 10.1016/j.jbusres.2006.03.004
  • Podsakoff, P. M., and S. B. MacKenzie. 1994. “Organizational Citizenship Behaviors and Sales Unit Effectiveness.” Journal of Marketing Research 31: 351–363. doi: 10.2307/3152222
  • Podsakoff, P. M., S. B. MacKenzie, J. B. Paine, and D. G. Bachrach. 2000. “Organizational Citizenship Behaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research.” Journal of Management 26: 513–563. doi: 10.1177/014920630002600307
  • Powell, C. N., and D. A. Butterfield. 1978. “The Case for Subsystems Climates in Organizations.” Academy of Management Review 3: 151–157.
  • Rapp, A., R. Agnihotri, and L. P. Forbes. 2008. “The Sales Force Technology-performance Chain: The Role of Adaptive Selling and Effort.” Journal of Personal Selling & Sales Management 28: 335–350. doi: 10.2753/PSS0885-3134280401
  • Rapp, A., D. G. Bachrach, and T. Rapp. 2013. “Resource Allocation and Social Exchange: Exploring the Role of Time Management Skill in the Relationship Between OCB and Performance.” Journal of Applied Psychology 98: 668–677. doi: 10.1037/a0031733
  • Raub, S., and H. Liao. 2012. “Doing the Right Thing Without Being Told: Joint Effects of Initiative Climate and General Self-Efficacy on Employee Proactive Customer Service Performance.” Journal of Applied Psychology 97: 651–667. doi: 10.1037/a0026736
  • Rubin, R., E. Dierdorff, and D. G. Bachrach. 2013. “Boundaries of Citizenship Behavior: Curvilinearity and Context in the Citizenship and Task Performance Relationship.” Personnel Psychology 66: 377–406. doi: 10.1111/peps.12018
  • Rust, R. T., C. Moorman, and P. R. Dickson. 2002. “Getting Return on Quality: Revenue Expansion, Cost Reduction, or Both?” Journal of Marketing, 66: 7–24. doi: 10.1509/jmkg.66.4.7.18515
  • Salanova, M., S. Agut, and J. M. Peiró. 2005. “Linking Organizational Resources and Work Engagement to Employee Performance and Customer Loyalty: The Mediation of Service Climate.” Journal of Applied Psychology 90: 1217–1227. doi: 10.1037/0021-9010.90.6.1217
  • Salvaggio, A., B. Schneider, L. Nishii, D. Mayer, A. Ramesh, and J. S. Lyon. 2007. “Manager Personality, Manager Service Quality Orientation, and Service Climate: Test of a Model.” Journal of Applied Psychology 92: 1741–1750. doi: 10.1037/0021-9010.92.6.1741
  • Sasser, W. E., L. A. Schlesinger, and J. L. Heskett. 1997. Service Profit Chain. New York: Simon and Schuster.
  • Saxe, R., and B. A. Weitz. 1982. “The SOCO Scale: a Measure of the Customer Orientation of Salespeople.” Journal of Marketing Research 19: 343–351. doi: 10.2307/3151568
  • Schneider, B. 1975. “Organizational Climates: An Essay.” Personnel Psychology 28: 447–479. doi: 10.1111/j.1744-6570.1975.tb01386.x
  • Schneider, B., and D. E. Bowen. 1985. “Employee and Customer Perceptions of Service in Banks: Replication and Extension.” Journal of Applied Psychology 70: 423–433. doi: 10.1037/0021-9010.70.3.423
  • Schneider, B., D. E. Bowen, M. G. Ehrhart, and K. M. Holcombe. 2000. “The Climate for Service: Evolution of a Construct.” In Handbook of Organizational Culture and Climate, edited by Neal M. Ashkanasy, Celeste P. M. Wilderom, and Mark F. Peterson, 21–36. Thousand Oaks, CA: Sage.
  • Schneider, B., M. J. Ehrhart, D. M. Mayer, J. L. Saltz, and K. Niles-Jolly. 2005. “Understanding Organization-Customer Links in Service Settings.” Academy of Management Journal 48: 1017–1032. doi: 10.5465/AMJ.2005.19573107
  • Schneider, B., and A. E. Reichers. 1983. “On the Etiology of Climates.” Personnel Psychology 36: 19–39. doi: 10.1111/j.1744-6570.1983.tb00500.x
  • Schneider, B., S. White, and M. E. Paul. 1998. “Linking Service Climate and Customer Perceptions of Service Quality: Test of a Causal Model.” Journal of Applied Psychology 83: 150–163. doi: 10.1037/0021-9010.83.2.150
  • Schulte, M., C. Ostroff, and A. J. Kinicki. 2006. “Organizational Climate Systems and Psychological Climate Perceptions: A Cross-level Study of Climate-Satisfaction Relationships.” Journal of Occupational and Organizational Psychology 79: 645–671. doi: 10.1348/096317905X72119
  • Schulte, M., C. Ostroff, S. Shmulyian, and A. Kinicki. 2009. “Organizational Climate Configurations: Relationships to Collective Attitudes, Customer Satisfaction, and Financial Performance.” Journal of Applied Psychology 94: 618–634. doi: 10.1037/a0014365
  • Shanock, L. R., B. E. Baran, W. A. Gentry, S. C. Pattison, and E. D. Heggestad. 2010. “Polynomial Regression with Response Surface Analysis: A Powerful Approach for Examining Moderation and Overcoming Limitations of Difference Scores.” Journal of Business and Psychology 25: 543–554. doi: 10.1007/s10869-010-9183-4
  • Simon, H. A. 1957. Administrative Behavior: A Study of Decision-making Processes in Administrative Organization. New York: Macmillan.
  • Sujan, H., B. A. Weitz, and N. Kumar. 1994. “Learning Orientation, Working Smart, and Effective Selling.” Journal of Marketing 58: 39–52. doi: 10.2307/1252309
  • Sujan, H., B. A. Weitz, and M. Sujan. 1988. “Increasing Sales Productivity by Getting Salespeople to Work Smarter.” Journal of Personal Selling & Sales Management 8: 9–19.
  • Van Dyne, L., and J. A. LePine. 1998. “Helping and Voice Extra-role Behaviors: Evidence of Construct and Predictive Validity.” Academy of Management Journal 41: 108–119. doi: 10.2307/256902
  • Vinchur, A. J., J. S. Schippmann, F. S. Switzer, and P. L. Roth. 1998. “A Meta-analytic Review of Predictors of Job Performance for Salespeople.” Journal of Applied Psychology 83: 586–597. doi: 10.1037/0021-9010.83.4.586
  • Walumbwa, F. O., C. A. Hartnell, and A. Oke. 2010. “Servant Leadership, Procedural Justice Climate, Service Climate, Employee Attitudes, and Organizational Citizenship Behavior: A Cross-level Investigation.” Journal of Applied Psychology 95: 517–529. doi: 10.1037/a0018867
  • Williams, M. R., and J. S. Attaway. 1996. “Exploring Salespersons’ Customer Orientation as a Mediator of Organizational Culture’s Influence on Buyer-Seller Relationships.” Journal of Personal Selling & Sales Management 16: 33–52.
  • Wright, P. M., J. M. George, S. R. Farnsworth, and G. C. McMahan. 1993. “Productivity and Extra-role Behavior: The Effects of Goals and Incentives on Spontaneous Helping.” Journal of Applied Psychology 78: 374–381. doi: 10.1037/0021-9010.78.3.374
  • Yu, K. Y. T. 2014. “Person-Organization Fit Effects on Organizational Attraction: A Test of an Expectations-based Model.” Organizational Behavior and Human Decision Processes 124: 75–94. doi: 10.1016/j.obhdp.2013.12.005
  • Yu, T., P. G. Patterson, and K. de Ruyter. 2013. “Achieving Service-Sales Ambidexterity.” Journal of Service Research 16: 52–66. doi: 10.1177/1094670512453878

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.