Power-Base Effects on Salesperson Motivation and Performance: A Contingency View

References

• Afzalur, R. M. 1988. The development of a leader power inventory. Multivariate Behavioral Research 23 (4):491–505. doi:10.1207/s15327906mbr2304_6.
   PubMed Web of Science ®Google Scholar
• Afzalur, R. M., and M. Afza. 1993. Leader power, commitment, satisfaction, compliance, and propensity to leave a job among US accountants. Journal of Social Psychology 135 (5):611–25.
   Google Scholar
• Afzalur, R. M., D. Antonioni, and C. Psenicka. 2001. A structural equation model of leader power, subordinates’ styles of handling conflict, and job performance. The International Journal of Conflict Management 12 (3):191–211. doi:10.1108/eb022855.
   Web of Science ®Google Scholar
• Aldefer, C. P. 1972. Existence, relatedness, and growth: human needs in organizational settings. New York, NY: Free Press.
   Google Scholar
• Amabile, T. M., K. G. Hill, B. A. Hennessey, and E. M. Tighe. 1994. The work preference inventory: assessing intrinsic and extrinsic motivational orientations. Journal of Personality and Social Psychology 66 (5):950–67. doi:10.1037/0022-3514.66.5.950.
   PubMed Web of Science ®Google Scholar
• Anderson, E., and R. L. Oliver. 1987. Perspectives on behavior-based versusoutcome-based salesforce control systems. Journal of Marketing 51 (4):76–88. doi:10.2307/1251249.
   Web of Science ®Google Scholar
• Anderson, J. C., and D. W. Gerbing. 1988. Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin 103 (3):411–23. doi:10.1037/0033-2909.103.3.411.
   Web of Science ®Google Scholar
• Badovick, G. J., F. J. Hadaway, and P. F. Kaminski. 1993. Poor sales performers-are they just poorly motivated? Journal of Marketing Theory and Practice 1 (3):29–41.
   Google Scholar
• Baldauf, A., D. W. Cravens, and N. F. Piercy. 2001. Examining business strategy, sales management, and salesperson antecedents of sales organization effectiveness. Journal of Personal Selling & Sales Management 21 (2):109–22.
   Google Scholar
• Barker, T. 2011. The impact of supervisory power on salesforce performance. Journal of International Marketing Management Research 36 (3):99–108.
   Google Scholar
• Barr, T. F., A. L. Dixon, and J. B. Gassenheimer. 2005. Exploring the lone wolf phenomenon in student teams. Journal of Marketing Education 27 (April):81–90. doi:10.1177/0273475304273459.
   Google Scholar
• Batement, C., and S. Valentine. 2015. The impact of salesperson customer orientation on the evaluation of a salesperson’s ethical treatment, trust in the salesperson, and intentions to purchase. Journal of Personal Selling & Sales Management 35 (2):125–42. doi:10.1080/08853134.2015.1010538.
   Web of Science ®Google Scholar
• Bell, C., and J. Hughes-Jones. 2008. Power, self-regulation and the moralization ofbehavior. Journal of Business Ethics 83 (3):503–14. doi:10.1007/s10551-007-9635-6.
   Web of Science ®Google Scholar
• Biong, H., and F. Selnes. 1995. Relational selling behavior and skills in long-term industrial buyer-seller relationships. International Business Review 4 (4):483–98. doi:10.1016/0969-5931(95)00028-3.
   Google Scholar
• Blau, P. L. 1964. Exchange and power in social life. New York, NY: John Wiley & Sons.
   Google Scholar
• Busch, P. 1980. The sales manager’s bases of social power and influence upon the sales force. Journal of Marketing 44 (3):91–101. doi:10.2307/1251115.
   Web of Science ®Google Scholar
• Carson, P. P., K. D. Carson, and C. William Roe. 1993. Social power bases, a meta-analytic evaluation of interrelationships and outcomes. Journal of Applied Social Psychology 23 (14):1150–69. doi:10.1111/j.1559-1816.1993.tb01026.x.
   Web of Science ®Google Scholar
• Challagalla, G. N., and T. A. Shervani. 1996. Dimensions and types of supervisory control: effects on salesperson performance and satisfaction. Journal of Marketing 60 (1):89–105. doi:10.2307/1251890.
   Web of Science ®Google Scholar
• Churchill, G. A., N. M. Ford, S. W. Hartley, and O. C. Walker. 1985. The determinants of salesperson performance: A meta-analysis. Journal of Marketing Research 22 (2):103–18.
   Web of Science ®Google Scholar
• Cohen, J., P. Cohen, S. G. West, and L. S. Aiken. 2003. Applied multiple regression/correlation analysis for the behavioral sciences, 3rd ed. Mahwah, NJ: Lawrence Erlbaum.
   Google Scholar
• Cravens, D. W., T. N. Ingram, R. W. LaForge, and C. E. Young. 1993. Behavior-based and outcome-based salesforce control systems. Journal of Marketing 57 (4):47–59. doi:10.2307/1252218.
   Web of Science ®Google Scholar
• Cron, W. L., and J. W. Slocum Jr. 1986. The influence of career stages on salespeople’s job attitudes, work perceptions, and performance. Journal of Marketing Research 23 (May):119–29. doi:10.2307/3151659.
   Web of Science ®Google Scholar
• Cropanzano, R., and M. S. Mitchell. 2005. Social exchange theory: An interdisciplinary review. Journal of Management 31 (6):874–900. doi:10.1177/0149206305279602.
   Web of Science ®Google Scholar
• Deci, E. L., and R. M. Ryan. 1985. Intrinsic motivation and self-determination in human behavior. New York, NY: Plenum.
   Google Scholar
• Dysvik, A. and Kuvaas, B., 2013. Intrinsic and extrinsic motivation as predictors of work effort: The moderating role of achievement goals. British Journal of Social Psychology 52(3): 412–430.
   PubMed Web of Science ®Google Scholar
• Emerson, R. M., 1962. Power-dependence relations. American Sociological Review 27 (1): 31–41.
   Web of Science ®Google Scholar
• Erchul, W. P., B. H. Raven, and K. E. Wilson. 2004. The relationship between gender of consultant and social power perceptions within school consultation. Social Psychology Review 33 (4):582–90.
   Google Scholar
• Fontaine, G., and J. Beerman. 1977. Affective consequences of social power: Powerholder and target expectancies associated with different types of power. Psychological Reports 40 (3):771–74. doi:10.2466/pr0.1977.40.3.771.
   Web of Science ®Google Scholar
• Fornell, C., and D. F. Larcker. 1981. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research 18 (1):39–50. doi:10.2307/3151312.
   Web of Science ®Google Scholar
• French, J. R. P., and B. Raven. 1959. The bases of social power. In Classic readings in organizational behavior, Ed. J. S. Ott, 395–404. Fort Worth, TX: Harcourt Brace Jovanovich.
   Google Scholar
• Gagne, M., and E. L. Deci. 2005. Self-determination theory and work motivation. Journal of Organizational Behavior 26 (4):331–62. doi:10.1002/job.322.
   Web of Science ®Google Scholar
• Galea, C. 2005. The 2005 compensation survey. Sales & Marketing Management 157 (5):28–34.
   Google Scholar
• Gaske, J. F. 1984. The theory of power and conflict in channels of distribution. Journal of Marketing 48:9–29. doi:10.2307/1251326.
   Web of Science ®Google Scholar
• Geok, T. L., and W. C. Hsueh. 2003. Trustworthiness of salespeople in the business-to-business market: The five C’s. Journal of Business-To-Business Marketing 10 (3):1–31. doi:10.1300/J033v10n03_01.
   Google Scholar
• Goleman, D. 2000. Leadership that gets results. Harvard Business Review 8 (2):79–90.
   Google Scholar
• Green, S. B., N. J. Salkin, and T. M. Akey. 2000. Using SPSS for windows, analyzing and understanding data. Upper Saddle River, NJ: Prentice Hall.
   Google Scholar
• Hair, J. F., R. E. Anderson, R. L. Tatham, and W. C. Black. 1998. Multivariate data analysis. Upper Saddle River, NJ: Prentice Hall.
   Google Scholar
• Hair, J. F., C. M. Ringle, and M. Sarstedt. 2011. PLS-SEM: Indeed a silver bullet. Journal of Marketing Theory and Practice 19 (2):139–51. doi:10.2753/MTP1069-6679190202.
   Google Scholar
• Hair, J. F., G. Tomas, M. Hult, C. M. Ringle, and M. Sarstedt. 2014. A primer on partial least squares structural equation modeling. Thousand Oaks, CA:Sage Publishing.
   Google Scholar
• Harris, K. J., A. R. Wheeler, and M. K. Kacmar. 2011. The mediating role of organizational job embeddedness in the LMX outcomes relationships. Leadership Quarterly 22 (2):271–81. doi:10.1016/j.leaqua.2011.02.003.
   Web of Science ®Google Scholar
• Harris, R. B., K. J. Harris, and P. Harvey. 2008. An examination of the impact of supervisor on the relationship between job strains and turnover intention for computer workers. Journal of Applied Social Psychology 38 (8):2108–31. doi:10.1111/j.1559-1816.2008.00383.x.
   Web of Science ®Google Scholar
• Hobfoll, S. E., and A. Shirom. 2001. Conservation of resources theory: Applications to stress and management in the workplace. In Handbook of organizational behavior, Eds. R. T. Golembiewski. 2nd ed. New York, NY: Marcel Dekker, Inc.
   Google Scholar
• Hogg, M. A. 2001. A social identity theory of leadership. Personality and Social Psychology Review 5 (3):184–200. doi:10.1207/S15327957PSPR0503_1.
   Web of Science ®Google Scholar
• Hoyle, R. H. 1995. Structural equation modeling. Thousand Oaks, CA: Sage Publications Inc.
   Google Scholar
• Hysong, S. J. 2008. The role of technical skill in perceptions of managerial performance. Journal of Management Development 27 (3):275–90. doi:10.1108/02621710810858605.
   Google Scholar
• Ingram, T. N., R. W. LaForge, R. A. Avila, C. H. Schwepker, and M. R. Williams. 2010. Sales management analysis and decision making, 7th ed. Armonk, NY:Thompson.
   Google Scholar
• Ingram, T. N., K. S. Lee, and G. H. Lucas Jr. 1991. Commitment and involvement: Assessing a salesforce typology. Journal of the Academy of Marketing Sciences 19 (3):187–97. doi:10.1007/BF02726495.
   Google Scholar
• Jay, L. C., C. Michael Wittman, and R. E. Spekman. 2001. Social exchange theory and research on business-to-business relational exchange. Journal of Business-To-Business Marketing 8 (3):1–37. doi:10.1300/J033v08n03_01.
   Google Scholar
• Joreskog, K. G., and D. Sorbom. 1984. LISREL VI: Analysis of linear structural relationships by the method of maximum likelihood. Chicago, IL: National Educational Resources.
   Google Scholar
• Kohli, A. 1989. Determinants of influence in organizational buying. A contingency approach. Journal of Marketing 53:50–65.
   Web of Science ®Google Scholar
• Koslowsky, M., J. Schwarzwald, and S. Ashuri. 2001. On the relationship between subordinate’s compliance to power sources and organizational attitudes. Applied Psychology 50 (3):455–76. doi:10.1111/1464-0597.00067.
   Web of Science ®Google Scholar
• Krafft, M. 1999. An empirical investigation of the antecedents of salesforce control systems. Journal of Marketing 63 (3):120–34. doi:10.2307/1251779.
   Web of Science ®Google Scholar
• Liu, A. M. M., and Z. Fang. 2006. A power-based leadership approach to project management. Construction Management and Economics 24 (5):497–507. doi:10.1080/01446190600567944.
   Google Scholar
• Lunenburg, F. C. 2012. Power and leadership: An influence process. International Journal of Management, Business, and Administration 15 (1):1–9.
   Google Scholar
• Mallin, M. L., and E. B. Pullins. 2009. The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment. Industrial Marketing Management 38 (7):769–77. doi:10.1016/j.indmarman.2008.03.004.
   Web of Science ®Google Scholar
• Mallin, M. L., C. B. Ragland, and T. A. Finkle. 2014. The proactive behavior of younger salespeople: Antecedents and outcomes. Journal of Marketing Channels 21 (4):268–78. doi:10.1080/1046669X.2014.945359.
   Google Scholar
• Marcoulides, G. A., and C. Saunders. 2006. Editor’s comments—PLS: A silver bullet? MIS Quarterly 30 (2):3–9.
   Web of Science ®Google Scholar
• Meehan, J., and G. H. Wright. 2012. The origins of power in buyer–seller relationships. Industrial Marketing Management 41 (4):669–79. doi:10.1016/j.indmarman.2011.09.015.
   Web of Science ®Google Scholar
• Miao, F. C., and K. R. Evans. 2007. The impact of salesperson motivation on role perceptions and job performance – A cognitive and affective perspective. Journal of Personal Selling & Sales Management 27 (1):89–101. doi:10.2753/PSS0885-3134270106.
   Google Scholar
• Mulki, J. P., F. Jaramillo, and G. W. Marshall. 2007. Lone wolf tendencies and salesperson performance. Journal of Personal Selling & Sales Management 27 (1):25–38. doi:10.2753/PSS0885-3134270102.
   Google Scholar
• Nunnally, J. C. 1978. Psychometric theory. New York, NY: McGraw-Hill.
   Google Scholar
• Oliver, R. L., and E. Anderson. 1994. An empirical test of the consequences of behavior - and outcome-based sales control systems. Journal of Marketing 58 (4):53–67. doi:10.2307/1251916.
   Web of Science ®Google Scholar
• Pappas, J. M., and K. E. Flaherty. 2006. The moderating role of individual- difference variables in compensation research. Journal of Managerial Psychology 21 (1):19–35. doi:10.1108/02683940610643198.
   Google Scholar
• Perry, S. J., L. A. Witt, L. M. Penney, and L. Atwater. 2010. The downside of goal- focused leadership: The role of personality in subordinate exhaustion. Journal of Applied Psychology 95 (6):1145–53. doi:10.1037/a0020538.
   PubMed Web of Science ®Google Scholar
• Pfeffer, J. 1992. Managing with power: Politics and influence in organizations. Boston, MA: Harvard Business School Press.
   Google Scholar
• Piercy, N. F., D. W. Cravens, and N. Lane. 2001. Sales Manager Behavior Control Strategy and its Consequences: The Impact of Gender Differences. Journal of Personal Selling & Sales Management 21 (1):39–49.
   Google Scholar
• Piercy, N. F., D. W. Cravens, and N. A. Morgan. 1998. Salesforce performance and behavior based management processes in business-to-business sales organizations. European Journal of Marketing 32 (1/2):79–100.
   Google Scholar
• Pierro, A., L. Cicero, and B. H. Raven. 2008. Motivated compliance with bases of social power. Journal of Applied Social Psychology 38 (7):1921–44. doi:10.1111/j.1559-1816.2008.00374.x.
   Web of Science ®Google Scholar
• Pierro, A., and B. H. Raven. 2006. Bases of social power: The interpersonal power – interaction model. In Psychological perspectives of social power, ed A. Pierro, pp. 141–162. Milan, Italy: Franco Angeli.
   Google Scholar
• Podsakoff, P. M., S. B. MacKenzie, J.-Y. Lee, and N. P. Podsakoff. 2003. Common method biases in behavioral research: A critical review of the literature and recommended remedies. Journal of Applied Psychology 88 (5):879–903. doi:10.1037/0021-9010.88.5.879.
   PubMed Web of Science ®Google Scholar
• Podsakoff, P. M., and C. A. Schriescheim. 1985. Field studies of French and Raven’s bases of social power: Critique, reanalysis and suggestions for future research. Psychological Bulletin 97 (3):387–411. doi:10.1037/0033-2909.97.3.387.
   Web of Science ®Google Scholar
• Porter, L. W., and E. E. I. Lawler. 1968. Managerial attitudes and performance. Homewood, IL: Irwin-Dorsey.
   Google Scholar
• Rahim, M. A., N. H. Kim, and J. S. Kim. 1994. Bases of leader power, subordinate compliance, and satisfaction with supervision: A cross- cultural study of managers in the U. S. and South Korea. International Journal of Organization Analysis 2 (2):136–54. doi:10.1108/eb028805.
   Google Scholar
• Ringle, C. M., S. Wende, and A. Will. 2005. SmartPLS 2.0.M3. Hamburg: SmartPLS. Available: http://www.smartpls.com .
   Google Scholar
• Roman, S., S. Ruiz, and J. L. Munuera. 2005. The influence of the compensation system and personal variables on a salesperson’s effective listening behavior. Journal of Marketing Management 21 (1/2):205–30. doi:10.1362/0267257053166776.
   Google Scholar
• Ryan, R. M., V. Mims, and R. Koestner. 1983. Relationship of reward contingency and interpersonal context to intrinsic motivation: A review and test using cognitive evaluation theory. Journal of Personality and Social Psychology 45 (4):736–50. doi:10.1037/0022-3514.45.4.736.
   Web of Science ®Google Scholar
• Ryan, R. M. and Deci, E. L., 2000. Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. American Psychologist 55(1): 68–78.
   PubMed Web of Science ®Google Scholar
• Schriescheim, C. A., P. M. Podsakoff, and T. R. Hinkin. 1991. Can single- item measures produce erroneous results in field studies of French and Raven’s (1959) five bases of power? An empirical investigation. Journal of Applied Psychology 76 (1):106–14. doi:10.1037/0021-9010.76.1.106.
   Web of Science ®Google Scholar
• Shapiro, B. P., and R. S. Posner. 2006. Making the major sale. Harvard Business Review 84: (7–8):140–49.
   Web of Science ®Google Scholar
• Simpson, J. A., A. K. Farrell, M. Minda Oriña, and A. J. RothmanMario (Ed); Shaver, Phillip R. (Ed); Simpson, Jeffry A. (Ed); Dovidio, John F. (Ed). 2015. APA handbook of Personality and Social Psychology, Volume 3: Interpersonal relations., (pp. 393-420). Washington, DC, US: American Psychological Association, xxix, 668 pp. “doi:10.1037/14344-015.
   Google Scholar
• Steensma, H., and E. Visser. 2007. Procedural justice and supervisors’ personal power bases: effects on employees’ perceptions of performance appraisal sessions, commitment, and motivation. Journal of Collective Negotiations 31 (2):101–18. doi:10.2190/CN.31.2.a.
   Google Scholar
• Tajfel, H., and J. Turner. 1979. An integrative theory of inter-group conflict. In The social psychology of intergroup relations, ed W. G. Austin, and S. Worchel, 33–47. Monterey, CA: Brooks/Cole.
   Google Scholar
• Tanner, J. F., E. D. Honeycutt, and R. C. Erffmeyer. 2009. Sales management—shaping future leaders. Upper Saddle River:Prentice Hall.
   Google Scholar
• Tyagi, P. K. 1982. Perceived organizational climate and the process of salesperson motivation. Journal of Marketing Research 19 (1):240–54. doi:10.2307/3151624.
   Web of Science ®Google Scholar
• Ustuner, T., and D. Godes. 2006. Better sales networks. Harvard Business Review 84 (7–8):102–12.
   PubMed Web of Science ®Google Scholar
• Vroom, V. H. 1964. Work and motivation. New York, NY: John Wiley & Sons, Inc.
   Google Scholar
• Walker, O. C., G. A. Churchill, and N. M. Ford. 1977. Motivation and performance in industrial selling: Present knowledge and needed research. Journal of Marketing Research 14 (2):156–68. doi:10.2307/3150465.
   Web of Science ®Google Scholar
• Weitz, B. A., S. B. Castleberry, and J. F. Tanner. 2000. Selling: Building partnerships. Boston, MA: McGraw Irwin.
   Google Scholar
• Weitz, B., A. Harish Sujan, and M. Sujan. 1986. Knowledge, motivation, and adaptive behavior: A framework for improving selling effectiveness. Journal of Marketing 50 (4):174–91. doi:10.2307/1251294.
   Web of Science ®Google Scholar