348
Views
2
CrossRef citations to date
0
Altmetric
Review Article

The effect of new technologies on psychological consequences and risk perceptions of sales agents

ORCID Icon, ORCID Icon & ORCID Icon
Pages 1409-1429 | Received 27 Jul 2016, Accepted 15 Feb 2017, Published online: 11 Apr 2017

References

  • Agag, G., and A. A. El-Masry. 2016. “Understanding Consumer Intention to Participate in Online Travel Community and Effects on Consumer Intention to Purchase Travel Online and WOM: An Integration of Innovation Diffusion Theory and TAM with Trust.” Computers in Human Behavior 60: 97–111.10.1016/j.chb.2016.02.038
  • Alba, J., J. Lynch, B. Weitz, C. Janiszewski, R. Lutz, A. Sawyer, and S. Wood. 1997. “Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces.” Journal of Marketing 61 (3): 38–53.10.2307/1251788
  • Amadeus. 2013. “Online Channels Lucrative for Traditional Travel Agencies-but Many Challenges Remain.” Accessed February 12, 2016. http://www.amadeus.com/blog/02/10/online-channels-lucrative-for-traditional-travel-agencies-but-many-challenges-remain/
  • Amyx, D., S. Bhuian, D. Sharma, and K. E. Loveland. 2008. “Salesperson Corporate Ethical Values (SCEV) Scale: Development and Assessment among Salespeople.” Journal of Personal Selling & Sales Management 28 (4): 387–402.10.2753/PSS0885-3134280404
  • Anderson, J. C., and D. W. Gerbing. 1988. “Structural Equation Modelling in Practice: A Review and Recommended Two-step Approach.” Psychological Bulletin 103 (3): 411–423.10.1037/0033-2909.103.3.411
  • Ansari, A., C. F. Mela, and S. A. Neslin. 2008. “Customer Channel Migration.” Journal of Marketing Research 45 (1): 60–76.10.1509/jmkr.45.1.60
  • Ashford, S. J., C. Lee, and P. Bobko. 1989. “Content, Causes and Consequences of Job Insecurity: A Theory-based Measure and Substantive Test.” Academy of Management Journal 32 (4): 803–829.10.2307/256569
  • Avery, J., T. J. Steenburgh, J. Deighton, and M. Caravella. 2012. “Adding Bricks to Clicks: Predicting the Patterns of Cross-channel Elasticities over Time.” Journal of Marketing 76 (3): 96–111.10.1509/jm.09.0081
  • Avey, J. B., F. Luthans, R. M. Smith, and N. F. Palmer. 2010. “Impact of Positive Psychological Capital on Employee Well-being over Time.” Journal of Occupational Health Psychology 15 (1): 17–28.10.1037/a0016998
  • Bagozzi, R. P., and Y. Yi. 1988. “On the Evaluation of Structural Equation Models.” Journal of the Academy of Marketing Science 16 (1): 74–94.10.1007/BF02723327
  • Biyalogorsky, E., and P. Naik. 2003. “Clicks and Mortar: The Effect of Online Activities on Offline Sales.” Marketing Letters 14 (1): 21–32.10.1023/A:1022854017292
  • Brown, W. A. 2009. Evolution of the Modern Workplace. Cambridge: Cambridge University Press.
  • Cai, G., Z. G. Zhang, and M. Zhang. 2009. “Game Theoretical Perspectives on Dual-channel Supply Chain Competition with Price Discounts and Pricing Schemes.” International Journal of Production Economics 117 (1): 80–96.10.1016/j.ijpe.2008.08.053
  • Canetta, L., N. Cheikhrouhou, and R. Glardon. 2013. “Modelling Hybrid Demand (E-Commerce + Traditional) Evolution: A Scenario Planning Approach.” International Journal of Production Economics 143 (1): 95–108.10.1016/j.ijpe.2010.06.003
  • Chandy, R. K., and G. J. Tellis. 1998. “Organizing for Radical Product Innovation: The Overlooked Role of Willingness to Cannibalize.” Journal of Marketing Research 35 (4): 474–487.10.2307/3152166
  • Coelho, F., C. Easingwood, and A. Coelho. 2003. “Exploratory Evidence of Channel Performance in Single Vs Multiple Channel Strategies.” International Journal of Retail and Distribution Management 31 (11): 561–573.
  • Coughlan, A., E. Anderson, L. W. Stern, and A. El-Ansary. 2001. Marketing Channels. Upper Saddle River, NJ: Prentice-Hall.
  • D’aveni, R. A. 1989. “The Aftermath of Organizational Decline: A Longitudinal Study.” Academy of Management Journal 32 (3): 577–605.10.2307/256435
  • De Cuyper, N., C. Sulea, K. Philippaers, G. Fischmann, D. Iliescu, and H. De Witte. 2014. “Perceived Employability and Performance: Moderation by Felt Job Insecurity.” Personnel Review 43 (4): 536–552.10.1108/PR-03-2013-0050
  • Deleersnyder, B., I. Geyskens, K. Gielens, and M. G. Dekimpe. 2002. “How Cannibalistic is the Internet Channel? A Study of the Newspaper Industry in the United Kingdom and the Netherlands.” International Journal of Research in Marketing 19 (4): 337–348.10.1016/S0167-8116(02)00099-X
  • Díaz, E., D. Martín-Consuegra, and Á. Esteban. 2015. “Perceptions of Service Cannibalisation: The Moderating Effect of the Type of Travel Agency.” Tourism Management 48: 329–342.10.1016/j.tourman.2014.12.004
  • Dwyer, S., J. Hill, and W. Martin. 2000. “An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogenous Goods.” Journal of Personal Selling & Sales Management 20 (3): 151–159.
  • Eastman, J. K., A. Eastman, and K. L. Eastman. 2002. “Insurance Sales Agents and the Internet: The Relationship between Opinion Leadership, Subjective Knowledge, and Internet Attitudes.” Journal of Marketing Management 18 (3–4): 259–285.10.1362/0267257022872460
  • Euromonitor International. 2013. “Travel Retail in Spain.” Accessed January 15, 2016. http://www.euromonitor.com/travel-retail-in-Spain/report
  • Fornell, C., and D. F. Larcker. 1981. “Evaluating Structural Equation Models with Unobservable Variables and Measurement Error.” Journal of Marketing Research 18 (1): 39–50.10.2307/3151312
  • Frazier, G. L. 1999. “Organizing and Managing Channels of Distribution.” Journal of the Academy of Marketing Science 27 (2): 226–240.10.1177/0092070399272007
  • Futrell, C. M. 2001. Sales Management: Teamwork, Leadership, and Technology. 6th ed. Cincinnati, OH: South-Western.
  • Garven, J. R. 2002. “On the Implications of the Internet for Insurance Markets and Institutions.” Risk Management and Insurance Review 5 (2): 105–116.10.1111/rmir.2002.5.issue-2
  • Geyskens, I., K. Gielens, and M. G. Dekimpe. 2002. “The Market Valuation of Internet Channel Additions.” Journal of Marketing 66 (2): 102–119.10.1509/jmkg.66.2.102.18478
  • Greenhalgh, L., and Z. Rosenblatt. 1984. “Job Insecurity: Toward Conceptual Clarity.” Academy of Management Review 9 (3): 438–448.
  • Gulati, R., D. Bristow, and W. Dou. 2002. “A Three-Tier Model Representing the Impact of Internet Use and Other Environmental and Relationship-specific Factors on a Sales Agent's Fear of Disintermediation due to the Internet Medium.” Journal of Marketing Channels 9 (3–4): 49–85.10.1300/J049v09n03_04
  • Hair, J. F., W. C. Black, B. J. Babin, R. E. Anderson, and R. L. Tatham. 2006. Multivariate Data Analysis. New Jersey, NJ: Prentice-Hall International.
  • Hilton, T., T. Hughes, E. Little, and E. Marandi. 2013. “Adopting Self-Service Technology to Do More with Less.” Journal of Services Marketing 27 (1): 3–12.10.1108/08876041311296338
  • Johnson, D. S., and S. Bharadwaj. 2005. “Digitization of Selling Activity and Sales Force Performance: An Empirical Investigation.” Journal of the Academy of Marketing Science 33 (1): 3–18.10.1177/0092070304266119
  • Johnston, W. J., and K. Kim. 1994. “Performance, Attribution, and Expectancy Linkages in Personal Selling.” Journal of Marketing 58 (4): 68–81.10.2307/1251917
  • Kollmann, T., A. Kuckertz, and N. Breugst. 2009. “Organizational Readiness and the Adoption of Electronic Business-the Moderating Role of National Culture in 29 European Countries.” The Data Base of Advances in Information Systems 40 (4): 117–131.10.1145/1644953
  • Kollmann, T., A. Kuckertz, and I. Kayser. 2012. “Cannibalization or Synergy? Consumers’ Channel Selection in Online-Offline Multichannel Systems.” Journal of Retailing and Consumer Services 19 (2): 186–194.10.1016/j.jretconser.2011.11.008
  • Korstanje, M. E. 2015. A Difficult World: Examining the Roots of Capitalism. Nueva York: Nova Science Publishers.
  • Korstanje, M. E. 2016. The Rise of Thana Capitalism and Tourism. Abingdon: Routledge.
  • Kumar, N., L. K. Scheer, and E. M. Steenkamp. 1995. “The Effects of Supplier Fairness on Vulnerable Resellers.” Journal of Marketing Research 32 (1): 42–53.
  • Law, R., D. Buhalis, and C. Cobanoglu. 2014. “Progress on Information and Communication Technologies in Hospitality and Tourism.” International Journal of Contemporary Hospitality Management 26 (5): 727–750.10.1108/IJCHM-08-2013-0367
  • Lee, R. P., and R. Grewal. 2004. “Strategic Responses to New Technologies and their Impact on Firm Performance.” Journal of Marketing 68 (4): 157–171.10.1509/jmkg.68.4.157.42730
  • Lovell, G. 2009. “Can I Trust You? An Exploration of the Role of Trust in Hospitality Service Settings.” Tourism and Hospitality Planning & Development 6 (2): 145–157.10.1080/14790530902981548
  • Meyer, J. P., and E. R. Maltin. 2010. “Employee Commitment and Well-being: A Critical Review, Theoretical Framework and Research Agenda.” Journal of Vocational Behavior 77 (2): 323–337.10.1016/j.jvb.2010.04.007
  • Milliken, F. J. 1987. “Three Types of Perceived Uncertainty about the Environment: State, Effect and Response Uncertainty.” Academy of Management Review 12 (1): 133–143.
  • Morgan, G. 2006. Images of Organization. Thousand Oaks, CA: Sage Publications.
  • Morgan, G., F. Gregory, and C. Roach. 1997. Images of Organization. New York: Sage.
  • Morgan, R. M., and S. Hunt. 1994. “The Commitment-Trust Theory of Relationship Marketing.” Journal of Marketing 58 (3): 20–38.10.2307/1252308
  • Mulki, J. P., J. F. Jaramillo, and W. B. Locander. 2009. “Critical Role of Leadership on Ethical Climate and Salesperson Behaviors.” Journal of Business Ethics 86 (2): 126–141.
  • Narayandas, D., M. Caravella, and J. Deighton. 2002. “The Impact of Internet Exchanges on Business-to-Business Distribution.” Journal of the Academy of Marketing Science 30 (4): 500–505.10.1177/009207002237566
  • Nunnally, J. C., and I. H. Bernstein. 1994. Psychometric Theory. New York: McGraw-Hill.
  • Pauwels, K., and S. A. Neslin. 2015. “Building with Bricks and Mortar: The Revenue Impact of Opening Physical Stores in a Multichannel Environment.” Journal of Retailing 91 (2): 182–197.10.1016/j.jretai.2015.02.001
  • Pfeil, C. M., T. Posselt, and N. Maschke. 2008. “Incentives for Sales Agents after the Advent of the Internet.” Marketing Letters 19 (1): 51–63.10.1007/s11002-007-9023-0
  • Porter, M. E. 2001. “Strategy and Internet.” Harvard Business Review 79 (April): 62–79. http://eatonprogram.org/wp-content/uploads/2013/01/Strategy-and-the-Internet.pdf.
  • Rizzo, J. R., R. J. House, and S. I. Lirtzman. 1970. “Role Conflict and Ambiguity in Complex Organizations.” Administrative Science Quarterly 15 (2): 150–163.10.2307/2391486
  • Rothmann, I., and C. L. Cooper. 2008. Organizational and Work Psychology. London: Hodder Education.
  • Sahlins, M. 1972. Stone Age Economics. New York: Aldine de Gruyter.
  • Sallee, A., and K. Flaherty. 2003. “Enhancing Salesperson Trust: An Examination of Managerial Values, Empowerment, and the Moderating Influence of SBU Strategy.” Journal of Personal Selling & Sales Management 23 (4): 299–310.
  • Satorra, A., and P. M. Bentler. 2010. “Ensuring Positiveness of the Scaled Difference Chi-Square Test Statistic.” Psychometrika 75 (2): 243–248.10.1007/s11336-009-9135-y
  • Schiller, F., and G. Prpich. 2014. “Learning to Organise Risk Management in Organisations: What Future for Enterprise Risk Management.” Journal of Risk Research 17 (8): 999–1017.10.1080/13669877.2013.841725
  • Schweiger, D. M., and A. S. Denisi. 1991. “Communication with Employees Following A Merger: A Longitudinal Field Experiment.” Academy of Management Journal 34 (1): 110–135.10.2307/256304
  • Sender, A., A. Arnold, and B. Staffelbach. Forthcoming. “Job Security as a Threatened Resource: Reactions to Job Insecurity in Culturally Distinct Regions.” The International Journal of Human Resource Management. doi:10.1080/09585192.2015.1137615.
  • Seniwoliba, J. A. 2015. “Equitable Pay as an Antecedent of Work Performance and Job Satisfaction: Experience from University for Development Studies.” International Journal of Advanced Scientific Research and Development 2: 57–83.
  • Sharma, D., and J. B. Gassenheimer. 2009. “Internet Channel and Perceived Cannibalization. Scale Development and Validation in a Personal Selling Context.” European Journal of Marketing 43 (7/8): 1076–1091.10.1108/03090560910961524
  • Sharma, D., J. B. Gassenheimer, and B. L. Alford. 2010. “Internet Channel and Cannibalization: An Empirical Assessment of Sales Agents' Perspective.” Journal of Personal Selling and Sales Management 30 (3): 209–222.10.2753/PSS0885-3134300302
  • Snape, E., and T. Redman. 2010. “HRM Practices, Organizational Citizenship Behaviour, and Performance: A Multi-level Analysis.” Journal of Management Studies 47 (7): 1219–1247.
  • Staw, B. M., L. E. Sandelands, and J. E. Dutton. 1981. “Threat Rigidity Effects in Organizational Behavior: A Multilevel Analysis.” Administrative Science Quarterly 26 (4): 501–524.10.2307/2392337
  • Taylor-Gooby, P. 2004. New Risks, New Welfare: The Transformation of the European Welfare State. Oxford: Oxford University Press.10.1093/019926726X.001.0001
  • Verhoef, P. C. 2012. “Multi-channel Customer Management Strategy.” In Handbook of Marketing Strategy, edited by V. Shankar and G. Carpenter. Cheltenham: Edward Elgar Publishing Limited.
  • Vroom, V. H. 1964. Work and Motivation. New York: John Wiley & Sons Inc.
  • Wallace, C. J., B. D. Edwards, T. Arnold, M. L. Frazier, and D. M. Finch. 2009. “Work Stressors, Role-based Performance, and the Moderating Influence of Organizational Support.” Journal of Applied Psychology 94 (1): 254–262.10.1037/a0013090
  • Ward, M. R., and M. Morganosky. 2002. “Consumer Acquisition of Product Information and Subsequent Purchase Channel Decisions.” Advances in Applied Microeconomics 11: 231–255.10.1016/S0278-0984(02)11034-0
  • Webb, K. L. 2002. “Managing Channels of Distribution in the Age of Electronic Commerce.” Industrial Marketing Management 31 (2): 95–102.10.1016/S0019-8501(01)00181-X
  • Wolk, A., and B. Skiera. 2009. “Antecedents and Consequences of Internet Channel Performance.” Journal of Retailing and Consumer Services 16 (3): 163–173.10.1016/j.jretconser.2008.11.010
  • Xu, J., C. Forman, J. B. Kim, and K. van Ittersum. 2014. “News Media Platforms: Complements or Substitutes? Evidence from Mobile Phone Usage.” Journal of Marketing 78 (4): 97–112.
  • Zhang, X., H. Song, and G. Q. Huang. 2009. “Tourism Supply Chain Management: A New Research Agenda.” Tourism Management 30 (3): 345–358.
  • Zhang, J., P. W. Farris, J. W. Irvin, T. Kushwaha, T. J. Steenburgh, and B. A. Weitz. 2010. “Crafting Integrated Multichannel Retailing Strategies.” Journal of Interactive Marketing 24 (2): 168–180.

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.