279
Views
0
CrossRef citations to date
0
Altmetric
Article

Relationship conflict in stores: a longitudinal study of intra-store conflict on salespeople’s helping, customer-oriented behavior, and customer purchase behavior

ORCID Icon
Pages 128-145 | Received 23 Apr 2020, Accepted 19 Aug 2022, Published online: 15 Sep 2022

References

  • Aguinis, H., J. R. Edwards, and K. J. Bradley. 2017. “Improving Our Understanding of Moderation and Mediation in Strategic Management Research.” Organizational Research Methods 20 (4):665–85. doi. doi: 10.1177/1094428115627498.
  • Ahearne, M., S. MacKenzie, P. Podsakoff, J. Mathieu, and S. Lam. 2010. “The Role of Consensus is Sales Team Performance.” Journal of Marketing Research 47:458–69.
  • Ariely, D., and Z. Carmon. 2000. “Gestalt Characteristics of Experiences: The Defining Features of Summarized Events.” Journal of Behavioral Decision Making 13 (2):191–201. doi: 10.1002/(SICI)1099-0771(200004/06)13:2%3C191::AID-BDM330%3E3.0.CO;2-A.
  • Auh, S., D. Bowen, C. Aysuna, and B. Menguc. 2016. “A Search for Missing Links: Specifying the Relationship between Leader-Member Exchange Differentiation and Service Climate.” Journal of Service Research 19 (3):260–75. doi: 10.1177/1094670516648385.
  • Auh, S., S. Spyropoulou, B. Menguc, and A. Uslu. 2014. “When and How Does Sales Team Conflicts Affect Sales Team Performance.” Journal of the Academy of Marketing Science 42 (6):658–79. doi doi: 10.1007/s11747-014-0368-7.
  • Baumeister, R., E. Bratslavsky, C. Finkenauer, and K. Vohs. 2001. “Bad is Stronger than Good.” Review of General Psychology 5 (4):323–70. doi: 10.1037//1089-2680.5.4.323.
  • Behfar, K., R. Peterson, E. Mannix, and W. Trochim. 2008. “The Critical Role of Conflict Resolution in Teams: A Close Look at the Links between Conflict Type, Conflict Management Strategies, and Team Outcomes.” The Journal of Applied Psychology 93 (1):170–88. doi. doi: 10.1037/0021-9010.93.1.170.
  • Bell, S., and B. Menguc. 2002. “The Employee-Organization Relationship, Organizational Citizenship Behaviors, and Superior Service Quality.” Journal of Retailing 78 (2):131–46. doi. doi: 10.1016/S0022-4359(02)00069-6.
  • Bergeron, D. 2007. “The Potential Paradox of Organizational Citizenship Behavior: Good Citizens at What Cost?” Academy of Management Review 32 (4):1078–95. https://doi.org/https://www.jstor.org/stable/20159357. doi: 10.5465/amr.2007.26585791.
  • Bergeron, D., A. Shipp, B. Rosen, and A. Furst. 2013. “Organizational Citizenship Behavior and Career Outcomes: The Cost of Being a Good Citizen.” Journal of Management 39 (4):958–84. doi: 10.1177/0149206311407508.
  • Bettencourt, L. A., K. P. Gwinner, and M. L. Meuter. 2001. “A Comparison of Attitude, Personality, and Knowledge Predictors of Service-Oriented Organizational Citizenship Behaviors.” The Journal of Applied Psychology 86 (1):29–41. doi: 10.1177/0092070303255636.
  • Bettencourt, L., and S. Brown. 2003. “Role Stressors and Customer-Oriented Boundary-Spanning Behaviors in Service Organizations.” Journal of the Academy of Marketing Science 31 (4):394–408. doi: 10.1177/0092070303255636.
  • Bliese, P., and R. Ployhart. 2002. “Growth Modeling Using Coefficient Models: Model Building, Testing, and Illustrations.” Organizational Research Methods 5 (4):362–87. doi: 10.1177/109442802237116.
  • Bolander, W., R. Dugan, and E. Jones. 2017. “Time, Change, and Longitudinally Emergent Conditions: Understanding and Applying Longitudinal Growth Modeling in Sales Research.” Journal of Personal Selling & Sales Management 37 (2):153–69. doi: 10.1080/08853134.2017.1314187.
  • Bolino, M., H. Hsiung, J. Harvey, and J. LePine. 2015. “Well I’m Tired of Trying! Organizational Citizenship Behavior and Citizenship Fatigue.” The Journal of Applied Psychology 100 (1):56–74. doi: 10.1037/a0037583.
  • Carnevale, P. J., and T. M. Probst. 1998. “Social Values and Social Conflict in Creative Problem Solving and Categorization.” Journal of Personality and Social Psychology 74 (5):1300–9. doi: 10.1037/0022-3514.74.5.1300.
  • Chan, D. 1998. “Functional Relationships among Constructs in the Same Content Domain at Different Levels of Analysis: A Typology of Composition Models.” Journal of Applied Psychology 83 (2):234–46. doi: 10.1037/0021-9010.83.2.234.
  • Chen, G., P. N. Sharma, S. K. Edinger, D. L. Shapiro, and J.-L. Farh. 2011. “Motivating and Demotivating Forces in Team: Cross-Level Influences of Empowering Leadership and Relationship Conflict.” The Journal of Applied Psychology 96 (3):541–57. doi: 10.1037/a0021886.
  • Choudhury, K. 2013. “Service Quality and Customers’ Purchase Intentions: An Empirical Study of the Indian Banking Sector.” International Journal of Bank Marketing 31 (7):529–43. doi: 10.1108/IJBM-02-2013-0009.
  • Conway, J., S. Rogelberg, and V. Pitts. 2009. “Workplace Helping: Interactive Effects of Personality and Momentary Positive Affect.” Human Performance 22 (4):321–39. doi: 10.1080/08959280903120279.
  • Dawson, J., and A. Richter. 2006. “Probing Three-Way Interactions in Moderated Multiple Regression: Development and Application of a Slope Difference Tests.” The Journal of Applied Psychology 91 (4):917–26. doi: 10.1037/0021-9010.91.4.917.
  • De Dreu, C. K. W., and M. J. Gelfand. 2008. “Conflict in the Workplace: Sources, Functions, and Dynamics across Multiple Levels of Analysis.” In The Organizational Frontiers Series. The Psychology of Conflict and Conflict Management in Organizations, edited by C. K. W. De Dreu and M. J. Gelfand, 3–54. Taylor & Francis Group/Lawrence Erlbaum associates. ISBN: 0-8058-5516-5
  • De Dreu, C., and A. van Vianen. 2001. “Managing Relationship Conflict and the Effectiveness Organizational Teams.” Journal of Organizational Behavior 22 (3):309–28. doi: 10.1002/job.71.
  • De Dreu, C., and L. Weingart. 2003. “Task versus Relationship Conflict, Team Performance, and Team Member Satisfaction: A Meta-Analysis.” The Journal of Applied Psychology 88 (4):741–9. doi: 10.1037/0021-9010.88.4.741.
  • De Jong, B., and K. Dirks. 2012. “Beyond Perceptions of Trust and Monitoring in Teams: Implications of Asymmetry and Dissensus.” The Journal of Applied Psychology 97 (2):391–406. doi: 10.1037/a002648.
  • de Wit, F., L. Greer, and K. Jehn. 2012. “The Paradox of Intragroup Conflict: A Meta-Analysis.” The Journal of Applied Psychology 97 (2):360–90. doi: 10.1037/a0026483.
  • Dixon, A., J. Gassenheimer, and T. Barr. 2002. “Bridging the Distance between Us: How Initial Response to Sales Team Conflict Help to Shape Core Selling Team Outcomes.” Journal of Personal Selling and Sales Management 22 (4):247–57. doi: 10.1080/08853134.2002.10754312.
  • Ehrhart, M. 2018. “Helping in Organization: A Review and Directions for Future Research.” In The Oxford Handbook of Organizational Citizenship Behavior, edited by P. Podsakoff, S. MacKenzie, and N. Podsakoff, 475–505. Oxford University Press. SBN. 97801190219000
  • Gelade, G., and S. Young. 2005. “Test of a Service Profit Chain Model in the Retail Banking Sector.” Journal of Occupational and Organizational Psychology 78 (1):1–22. doi: 10.1348/096317904X22926.
  • Gelfand, M., L. Leslie, K. Keller, and C. de Dreu. 2012. “Conflict Cultures in Organizations: How Leaders Shape Conflict Cultures and Their Organizational-Level Consequences.” The Journal of Applied Psychology 97 (6):1131–47. doi: 10.1037/a0029993.
  • Glomb, T. M., D. P. Bhave, A. G. Miner, and M. Wall. 2011. “Doing Good, Feeling Good: Examining the Role of Organizational Citizenship Behaviors in Changing Mood.” Personnel Psychology 64 (1):191–223. doi: 10.1111/j.1744-6570.2010.01206.x.
  • Gonzalez-Roma, V., L. Fortes-Ferreira, and J. Peiro. 2009. “Team Climate, Climate Strength and Team Performance: A Longitudinal Study.” Journal of Occupational and Organizational Psychology 82 (3):511–36. doi: 10.1348/096317908X370025.
  • Greer, L., and J. Dannal. 2017. “Conflict in Teams”. In The Wiley Blackwell Handbook of the Psychology of Team Working and Collaboration Processes, edited by Eduardo Salas, Ramón Rico, and Jonathan Passmore, Chapter 14, 317–44. 1st ed. John Wiley & Sons, Ltd. doi: 10.1002/9781118909997.ch14.
  • Greer, L., L. Van Bunderson, and S. Yu. 2017. “The Dysfunctions of Power in Teams: A Review and Emergent Conflict Perspective.” Research in Organizational Behavior, 37:103–24. doi: 10.1016/j.riob.2017.10.005.
  • Guenter, H., H. van Emmerik, B. Schreurs, T. Kuypers, A. van Iterson, and G. Notelaers. 2016. “When Task Conflict Become Personal: The Impact of Perceived Performance.” Small Group Research 47 (5):569–604. doi: 10.1177/1046496416667816.
  • Ha, H., R. Akamivi, P. Kitchen, and S. Janda. 2014. “Exploring Antecedents of Purchase Intentions with Different Services.” Journal of Service Marketing, 28 (7):595–606. doi: 10.1108/JSM-01-2013-0025.
  • Halbesleben, J., and A. Wheeler. 2015. “To Invest or Not? The Role of Coworker Support and Trust in Daily Reciprocal Gain Spirals of Helping Behavior.” Journal of Management 41 (6):1628–50. doi: 10.1177/0149206312455246.
  • Hayes, A. 2013. Introduction to Mediation, Moderation, and Conditional Process Analysis: A Regression-Based Approach. New York: Guilford Press. ISBN 978-1-60918-230-4
  • Heskett, J., T. Jones, G. Loveman, and E. Sasser. 1994. “Putting the Service-Profit Chain to Work.” Harvard Business Review 72 (2):164–74.
  • Hobfoll, S. 1989. “Conservation of Resources: A New Attempt at Conceptualizing Stress.” The American Psychologist 44 (3):513–24. c. 0003-066X/89/$00.75 doi: 10.1037//0003-066x.44.3.513.
  • Hogreve, J., A. Iseke, K. Derfuss, and T. Eller. 2017. “The Service–Profit Chain: A Meta-Analytic Test of a Comprehensive Theoretical Framework.” Journal of Marketing 81 (3):41–61. doi: 10.1509/jm.15.0395.
  • Homburg, C., J. Wieseke, and W. Hoyer. 2009. “Social Identity and the Service-Profit Chain.” Journal of Marketing 73 (2):38–718. 38-54. SSN: 0022-2429 (print) doi: 10.1509/jmkg.73.2.38.
  • Homburg, C., N. Koschate, and W. Hoyer. 2005. “Do Satisfied Customers Really Pay More? A Study of the Relationship between Customer Satisfaction and Willingness to Pay.” Journal of Marketing 69 (2):84–96. doi. doi: 10.1509/jmkg.69.2.84.60760.
  • Hong, Y., H. Liao, J. Hu, and K. Jiang. 2013. “Missing Link in the Profit Chain: A Meta-Analytic Review of the Antecedents, Consequences, and Moderators of Service Climate.” The Journal of Applied Psychology 98 (2):237–67. doi: 10.1037/a0031666.
  • Hooper, D., and R. Martin. 2008. “Beyond Personal Leader-Member Exchange (LMX) Quality: The Effects of Perceived LMX Variability on Employee Reactions.” The Leadership Quarterly 19 (1):20–30. doi: 10.1016/j.leaqua.2007.12.002.
  • Hui, C., S. Lam, and J. Schaubroeck. 2001. “Can Good Citizens Lead the Way in Providing Quality Service? A Field Quasi Experiment.” Academy of Management Journal 44 (5):988–95. doi: 10.5465/3069442.
  • Humphrey, S., F. Aime, L. Cushenbery, A. Hill, and J. Fairchild. 2017. “Team Conflict Dynamics: Implications of a Dyadic View of Conflict for Team Performance.” Organizational Behavior and Human Decision Processes 142:58–70. doi: 10.1016/j.obhdp.2017.08.002.
  • Jain, A., N. Malhotra, and C. Guan. 2012. “Positive and Negative Affectivity as Mediators of Volunteerism and Service-Oriented Citizenship Behavior and Customer Loyalty.” Psychology & Marketing 29 (12):1004–17. doi: 10.1002/mar.20582.
  • Jehn, K. 1995. “A Multimethod Examination of the Benefits and Detriments of Intragroup Conflict.” Administrative Science Quarterly 40 (2):256–82. doi: 10.2307/2393638.
  • Jehn, K. 1997. “A Qualitative Analysis of Conflict Types and Dimensions in Organizational Groups.” Administrative Science Quarterly 42 (3):530–57. doi: 10.2307/2393737.
  • Jehn, K., S. Rispen, and S. Thatcher. 2010. “The Effects of Conflict Asymmetry on Work Group and Individual Outcomes.” Academy of Management Journal 53 (3):596–616. doi: 10.5465/amj.2010.51468978.
  • Johnson, H., and B. Avolio. 2019. “Team Psychological Safety and Conflict Trajectories’ Effect on Individual’s Team Identification and Satisfaction.” Group & Organization Management 44 (5):843–73. doi: 10.1177/1059601118767316.
  • Kacmar, K. M., D. G. Bachrach, K. J. Harris, and D. Noble. 2012. “Exploring the Role of Supervisor Trust in the Associations between Multiple Sources of Relationship Conflict and Organizational Citizenship.” The Leadership Quarterly 23 (1):43–54. doi: 10.1016/j.leaqua.2011.11.004.
  • Kamakura, W. A., V. Mittal, F. de Rosa, and J. A. Mazzon. 2002. “Assessing the Service-Profit Chain.” Marketing Science 21 (3):294–317. doi: 10.1287/mksc.21.3.294.140.
  • Keiningham, T. L., L. Aksoy, E. C. Malthouse, B. Lariviere, and A. Buoye. 2014. “The Cumulative Effect of Satisfaction with Discrete Transactions in Share of Wallet.” Journal of Service Management 25 (3):310–33. doi: 10.1108/JOSM-08-2012-0163.
  • Kessler, S. 2019. “Are the Costs Worth the Benefits? Shared Perception and the Aggregation of Organizational Climate Ratings.” Journal of Organizational Behavior 40 (9–10):1046–54. doi: 10.1002/job.2415.
  • Koopman, J., K. Lanaj, and B. A. Scott. 2016. “Integrating the Bright and Dark Sides of OCB: A Daily Investigation of the Benefits and Costs of Helping Others.” Academy of Management Journal 59 (2):414–35. doi: 10.5465/amj.2014.0262.
  • Kozlowski, S., and K. Klein. 2000. “A Multilevel Approach to Theory and Research in Organizations: Contextual, Temporal, and Emergent Processes.” In Multi-Level Theory, Research, and Methods in Organizations: Foundations, Extensions, and New Directions, edited by K. Klein and S. Kozlowski, 3–90. San Francisco, CA: Jossey-Bass. ISBN. 0-7879-5228-1
  • Kuypers, T., H. Guenter, and H. van Emmerik. 2018. “Team Turnover and Task Conflict: A Longitudinal Study on the Moderating Effects of Collective Experience.” Journal of Management 44 (4):1287–311. doi: 10.1177/0149206315607966.
  • Lam, C., W. Wan, and C. Roussin. 2016. “Going the Extra Mile and Feeling Energized: An Enrichment Perspective of Organizational Citizenship Behaviors.” The Journal of Applied Psychology 101 (3):379–91. doi: 10.1037/apl0000071.
  • Larivière, B. 2008. “Linking Perceptual and Behavioral Customer Metrics to Multiperiod Customer Profitability.” Journal of Service Research 11 (1):3–21. doi: 10.1177/1094670508319092.
  • Lebreton, J., and J. Senter. 2008. “Answers to 20 Questions about Interrater Reliability and Interrater Agreement.” Organizational Research Methods 11 (4):815–52. doi: 10.1177/1094428106296642.
  • Lee, N., R. Dugan, M. Rouziou, and A. Anwar. 2021. “Give Me One but Not the Other”: the Substitution Effects of Supervisor’s Organizational Status and Salesperson Internal Networking on Performance Growth Trajectories.” Journal of Personal Selling & Sales Management 41 (1):28–38. doi: 10.1080/08853134.2020.1820346.
  • Lin, C., and T. Peng. 2010. “From Organizational Citizenship Behavior to Team Performance: The Mediation of Group Cohesion and Collective Efficacy.” Management and Organization Review 6 (1):55–75. doi: 10.1111/j.1740-8784.2009.00172.x.
  • Liu, D., X. P. Chen, and E. Holley. 2017. “Help Yourself by Helping Others: The Joint Impact of Group Member Organizational Citizenship Behaviors and Group Cohesiveness on Group Member Objective Task Performance Change.” Personnel Psychology 70 (4):809–42. doi: 10.1111/peps.12209.
  • Loignon, A., D. Woehr, M. Loughry, and M. Ohland. 2019. “Elaborating on Team-Member Disagreement: Examining Patterned Dispersion in the Team-Level Constructs.” Group & Organization Management 44 (1):165–210. doi: 10.1177/1059601118776750.
  • Loveman, G. 1998. “Employee Satisfaction, Customer Loyalty, and Financial Performance: An Empirical Examination of the Service Chain in Retail Banking.” Journal of Service Research 1 (1):18–31. doi: 10.1177/109467059800100103.
  • Luria, G. 2019. “Climate as a Group Level Phenomenon: Theoretical Assumptions and Methodological Considerations.” Journal of Organizational Behavior 40 (9-10):1055–66. doi: 10.1002/job.2417.
  • Maltarich, M., M. Kukenberger, G. Reilly, and J. Mathieu. 2018. “Conflicts in the Teams: Modeling Early and Late Conflict States and the Interactive Effects of Conflict Processes.” Group & Organization Management 43 (1):6–37. doi: 10.1177/1059601116681127.
  • Mathieu, J., and T. Rapp. 2009. “Laying the Foundation for Successful Team Performance Trajectories: The Roles of Team Charters and Performance Strategies.” The Journal of Applied Psychology 94 (1):90–103. doi: 10.1037/a0013257.
  • Maxham, III, J., and R. Netemeyer. 2003. “Firms Reap What They Sow: The Effects of Shared Values and Perceived Organizational Justice on Customers’ Evaluations of Complaint Handling.” Journal of Marketing 67 (1):46–62. doi: 10.1509/jmkg.67.1.46.18591.
  • Naumann, S., and N. Bennett. 2000. “A Case for Procedural Justice Climate: Development and Test of a Multilevel Model.” Academy of Management Journal 43 (5):881–9. doi: 10.2307/1556416.
  • Netemeyer, R., and J. Maxham. 2007. “Employee versus Supervisor Ratings of Performance in the Retail Customer Service Sector: Differences in Predictive Validity for Customer Outcomes.” Journal of Retailing 83 (1):131–45. doi: 10.1016/j.jretai.2006.10.009.
  • Nielsen, T., D. Bachrach, E. Sundstrom, and T. Halfhill. 2012. “Utility of OCB: Organizational Citizenship Behavior and Group Performance in a Resource Allocation Framework.” Journal of Management 38 (2):668–94. doi: 10.1177/0149206309356326.
  • Nielsen, T., G. Hrivnak, and M. Shaw. 2009. “Organizational Citizenship Behavior and Performance: A Meta-Analysis of Group-Level Research.” Small Group Research 40 (5):555–77. doi: 10.1177/1046496409339630.
  • Nijstad, B., and C. De Dreu. 2012. “Motivated Information Processing in Organizational Teams: Progress, Puzzles, and Prospects.” Research in Organizational Behavior 32:87–111. doi: 10.1016/j.riob.2012.11.004.
  • O'Neill, T. A., N. J. Allen, and S. E. Hastings. 2013. “Examining the “Pros” and “Cons” of Team Conflicts: A Team-Level Meta-Analysis of Task, Relationship, and Process Conflict.” Human Performance 26 (3):236–60. doi: 10.1080/08959285.2013.795573.
  • Palmatier, R., C. Jarvis, J. Bechkoff, and F. Kardes. 2009. “The Role of Customer Gratitude in Relationship Marketing.” Journal of Marketing 73 (5):1–18. doi: 10.1509/jmkg.73.5.1.
  • Parent-Rocheleau, X., and M. Tremblay. 2020. “Energy Crossover from Leader to Followers: A Time-Lagged Study of the Effects of Energy Discrepancy and Leader-Member Exchange.” Revista de Psicología Del Trabajo y de Las Organizaciones 36 (2):135–45. doi: 10.5093/jwop2020a13.
  • Park, J., and B. Han-Tran. 2018. “Internal Marketing, Employee-Customer-Oriented Behaviors, and Customer Behavioral Responses.” Psychology & Marketing 35 (6):412–26. doi: 10.1002/mar.21095.
  • Park, S., J. Mathieu, and T. Grosser. 2020. “A Network Conceptualization of Team Conflict.” Academy of Management Review 45 (2):352–75. doi: 10.5465/amr.2016.0472.
  • Park, S., and S. D. Holloway. 2017. “The Effects of School-Based Parental Involvement on the Academic Achievement at the Child and Elementary School Level: A Longitudinal Study.” The Journal of Educational Research 110 (1):1–16. doi: 10.1080/00220671.2015.1016600.
  • Pelled, L. 1996. “Demographic Diversity, Conflict, and Work Group Outcomes: An Intervening Process Theory.” Organization Science 7 (6):615–31. doi: 10.1287/orsc.7.6.615.
  • Pelled, L. H., K. M. Eisenhardt, and K. R. Xin. 1999. “Exploring the Black Box: An Analysis of Work Group Diversity, Conflict, and Performance.” Administrative Science Quarterly 44 (1):1–28. www.jstor.org/stable/2667029?origin=JSTOR-pdf. doi: 10.2307/2667029.
  • Peterson, R., and K. Behfar. 2003. “The Dynamic Relationship between Performance Feedback, Trust, and Conflicts in Groups: A Longitudinal Study.” Organizational Behavior and Human Decision Processes 92 (1–2):102–12. doi: 10.1016/S0749-5978(03)00090-6.
  • Ployhart, R., B. Holtz, and P. Bliese. 2002. “Longitudinal Data Analysis: Applications of Random Coefficient Modeling to Leadership Research.” The Leadership Quarterly 13 (4):455–86. doi: 10.1016/S1048-9843(02)00122-4.
  • Podsakoff, P., S. MacKenzie, J. Lee, and N. Podsakoff. 2003. “Common Variance Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies.” Journal of Applied Psychology 88:979–903. doi: 10.1037/0021-9010.88.5.879.
  • Podsakoff, N. P., P. M. Podsakoff, S. B. MacKenzie, T. D. Maynes, and T. M. Spoelma. 2014. “Consequences of Unit-Level Organizational Citizenship Behaviors: A Review and Recommendations for Future Research.” Journal of Organizational Behavior 35 (S1):S87–S119. doi: 10.1002/job.1911.
  • Podsakoff, P., and S. MacKenzie. 1997. “Impact of Organizational Citizenship Behavior on Organizational Performance: A Review and Suggestion for Future Research.” Human Performance 10 (2):133–52. doi: 10.1016/S1048-9843(02)00122-4.
  • Podsakoff, P., S. MacKenzie, J. Paine, and D. Bachrach. 2000. “Organizational Citizenship Behaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research.” Journal of Management 2000 Management 26 (3):513–63. doi: 10.1177/014920630002600307.
  • Raudenbush, S., and A. Bryk. 2002. Hierarchical Linear Models: Applications and Data Analysis Methods. 2nd ed. Thousand Oaks, CA: Sage. ISBN: 9780761919049
  • Rindfleisch, A., A. Malter, S. Ganesan, and C. Moorman. 2008. “Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines.” Journal of Marketing Research 45 (3):261–79. doi: 10.1509/jmkr.45.3.261.
  • Rodell, J., and J. Colquitt. 2009. “Looking Ahead in Times of Uncertainty: The Role of Anticipatory Justice in Organizational Change Context.” The Journal of Applied Psychology 94 (4):989–1002. doi: 10.1037/a0015351.
  • Schneider, B., M. Ehrhart, D. Mayer, J. Saltz, and K. Niles-Jolly. 2005. “Understanding Organization-Customer Links in Service Settings.” Academy of Management Journal 48 (6):1017–32. doi: 10.5465/amj.2005.19573107.
  • Shipp, A., and K. Jansen. 2011. “Reinterpreting Time in the Fit Theory: Crafting and Recrafting Narratives of Fit in Medias Res.” Academy of Management Review 36 (1):76–101. www.jstor.org/stable/29765016. doi: 10.5465/amr.2009.0077.
  • Singer, J., and J. Willett. 2003. Applied longitudinal data analysis: Modeling change and event occurrence. New York: Oxford University Press. doi: 10.1093/acprof:oso/9780195152968.001.0001.
  • Sinha, R., N. S. Janardhanan, L. L. Greer, D. E. Conlon, and J. R. Edwards. 2016. “Skewed Task Conflicts in Teams: What Happens When a Few Members See More Conflict than the Rest?” The Journal of Applied Psychology 101 (7):1045–55. doi: 10.1093/acprof:oso/9780195152968.001.0001.
  • Spitzmuller, M., and L. Van Dyne. 2013. “Proactive and Reactive Helping: Contrasting the Positive Consequences of Different Forms of Helping.” Journal of Organizational Behavior 34 (4):560–80. doi: 10.1002/job.1848.
  • Staw, B., L. Sandelands, and J. Dutton. 1981. “Threat Rigidity Effects in Organizational Behavior: A Multilevel Analysis.” Administrative Science Quarterly 26 (4):501–24. doi: 10.2307/2392337.
  • Stock, R., and W. Hoyer. 2005. “An Attitude-Behavior Model of Salespeople’s Customer Orientation.” Journal of the Academy of Marketing Science 33 (4):536–52. doi: 10.1177/0092070305276368.
  • Strydom, G., M. Ewing, and C. Heggen. 2020. “Time Lags, Non-Linearity and Asymmetric Effects in an Extended Service-Profit Chain.” European Journal of Marketing 54 (10):2343–63. doi: 10.1108/EJM-12-2019-0906.
  • Thiel, C. E., J. Harvey, S. Courtright, and B. Bradley. 2019. “What Doesn’t Kill You Makes You Stronger: How Teams Rebound from Early-Stage Relationship Conflict.” Journal of Management 45 (4):1623–59. doi: 10.1177/0149206317729026.
  • Van Bunderen, L., L. Greer, and D. Van Knippenberg. 2018. “When Inter-Team Conflict Spirals into Intra-Team Power Struggles: The Pivotal Role of Team Power Structures.” Academy of Management Journal 61 (3):1100–30. doi: 10.5465/amj.2016.0182.
  • Vandenberg, R., and C. Lance. 2000. “A Review and Synthesis of the Measurement Invariance Literature: Suggestions, Practices, and Recommendations for Organizational Research.” Organizational Research Methods 3 (1):4–70. doi: 10.1177/109442810031002.
  • Varela, O., M. Burke, and R. Landis. 2008. “A Model of Emergence and Dysfunctional Effects of Emotional Conflict in Groups.” Group Dynamics: Theory, Research, and Practice 12 (2):112–26. doi: 10.1037/1089-2699.12.2.112.
  • Weick, K. 1995. Sense Making in Organizations. Thousand Oaks: CA: SAGE Publications. doi: 10.1016/S0956-5221(97)86666-3.
  • Weingart, L., K. Behfar, C. Bendersky, G. Todorova, and K. Jehn. 2015. “The Directness and Oppositional Intensity of Conflict Expression.” Academy of Management Review 40 (2):235–62. doi: 10.5465/amr.2013-0124.
  • Weitz, B., and H. Bradford. 1999. “Personal Selling and Sales Management: A Relationship Marketing Perspective.” Journal of the Academy of Marketing Science 27 (2):241–54. doi: 10.1177/0092070399272008.
  • Yoon, M., and J. Suh. 2003. “Organizational Citizenship Behavior and Service Quality as External Effectiveness of Contact Employees.” Journal of Business Research 56 (8):597–611. doi: 10.1016/S0148-2963(01)00290-9.

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.