Brand Advocacy and Sales Effort by Retail Salespeople: Antecedents and Influence of Identification with Manufacturers’ Brands

References

• Aaker, David A. (1996), “Measuring Brand Equity Across Products and Markets,” California Management Review, 38 (3), 102–120.
   Google Scholar
• Ahearne, Michael, C.B. Bhattacharya, and Thomas Gruen (2005), “Antecedents and Consequences of Customer- Company Identification: Expanding the Role of Relationship Marketing,” Journal of Applied Psychology, 90 (3), 574–585.
   Google Scholar
• Anderson, Erin, and Thomas S. Robertson (1995), “Inducing Multiline Salespeople to Adopt House Brands,” Journal of Marketing, 59 (April), 16–32.
   Google Scholar
• Anderson, Erin, and Barton Weitz (1992), “The Use of Pledges to Build and Sustain Commitment in Distribution Channels,” Journal of Marketing Research, 29 (February), 18–35.
   Google Scholar
• Anderson, James C., and David W. Gerbing (1988), “Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach,” Psychological Bulletin, 103 (May), 411–423.
   Google Scholar
• Anderson, James C., and James A. Narus (1990), “A Model of Distributor Firm and Manufacturer Firm and Firm Working Partnerships,” Journal of Marketing, 54 (January), 1–42.
   Google Scholar
• Armstrong, J. Scott, and Terry S. Overton (1977), “Estimating Nonresponse Bias in Mail Surveys,” Journal of Marketing Research, 14 (3), 396–402.
   Google Scholar
• Arnett, Dennis B., and Vishag A. Badrinarayanan (2005), “Enhancing Customer-Needs-Driven CRM Strategies: Core Selling Teams, Knowledge Management Competence, and Relationship Marketing Competence,” Journal of Personal Selling & Sales Management, 25 (4), 329–343.
   Google Scholar
• Ashforth, Blake E., and Fred Mael (1989), “Social Identity Theory and the Organization,” Academy of Management Review, 14 (1), 20–39.
   Google Scholar
• Bendapudi, Neeli, and Leonard L. Berry (1997), “Customer’s Motivations for Maintaining Relationships with Service Providers,” Journal of Retailing, 73 (Spring), 15–38.
   Google Scholar
• Bergami, Massimo, and Richard P. Bagozzi (2000), “Self-Categorization, Affective Commitment and Group Self-Esteem as Distinct Aspects of Social Identity in the Organization,” British Journal of Social Psychology, 39 (4), 555–577.
   Google Scholar
• Bhattacharya, C.B., and Sankar Sen (2003), “Consumer– Company Identification: A Framework for Understanding Consumers’ Relationships with Companies,” Journal of Marketing, 67 (April), 76–88.
   Google Scholar
• Bhattacharya, C. B., Hayagreeva Rao, and Mary Ann Glynn (1995), “Understanding the Bond of Identification: An Investigation of Its Correlates Among Art Museum Members,” Journal of Marketing, 59 (October), 45–57.
   Google Scholar
• Boles, James S., Hiram C. Barksdale, Jr., and Julie T. Johnson (1997) “Business Relationships: An Examination of the Effects of Buyer–Salesperson Relationships on Customer Retention and Willingness to Refer and Recommend,” Journal of Business and Industrial Marketing, 12 (3–4), 253–263.
   Google Scholar
• Brown, Rupert, Susan Condor, Audrey Mathews, Gillian Wade, and Jennifer Williams (1986), “Explaining Intergroup Differentiation in an Industrial Organization,” Journal of Occupational Psychology, 59 (4), 273–286.
   Google Scholar
• Brown, Steven P., and Robert A. Peterson (1994), “The Effect of Effort on Sales Performance and Job Satisfaction,” Journal of Marketing, 58 (April), 70–81.
   Google Scholar
• Campbell, Richard M., Jr., Damon Aiken, and Aubrey Kent (2004), “Beyond BIRGing and CORFing: Continuing the Exploration of Fan Behavior,” Sport Marketing Quarterly, 13 (2), 151–157.
   Google Scholar
• Crosby, Lawrence A., Kenneth R. Evans, and Deborah Cowles (1990), “Relationship Quality in Services Selling: An Interpersonal Influence Perspective,” Journal of Marketing, 54 (July), 68–81.
   Google Scholar
• Dodds, William B., Kent B. Monroe, and Dhruv Grewal (1991), “Effects of Price, Brand, and Store Information on Buyers’ Product Evaluations,” Journal of Marketing Research, 28 (3), 307–319.
   Google Scholar
• Doney, Patricia M., and Joseph P. Cannon (1997), “An Examination of the Nature of Trust in Buyer–Seller Relationships,” Journal of Marketing, 61 (April), 35–52.
   Google Scholar
• Drumwright, Minette (1996), “Company Advertising with a Social Dimension: The Role of Noneconomic Criteria,” Journal of Marketing, 60 (October), 71–87.
   Google Scholar
• Dutton, Jane E., Janet M. Dukerich, and Celia V. Harquail (1994), “Organizational Images and Member Identification,” Administrative Science Quarterly, 39 (34), 239–263.
   Google Scholar
• Elliott, Richard L., and Kritsadarat Wattanasuwan (1998), “Brands as Symbolic Resources for the Construction of Identity,” International Journal of Advertising, 17 (2), 131–144.
   Google Scholar
• Ganesan, Shankar (1994), “Determinants of Long-Term Orientation in Buyer–Seller Relationships,” Journal of Marketing, 58 (April), 1–19.
   Google Scholar
• Goff, Brent G., Danny N. Bellenger, and Carrie Stojack (1994), “Cues to Consumer Susceptibility to Salesperson Influence: Implications for Adaptive Selling,” Journal of Personal Selling & Sales Management, 14, 2 (Spring), 25–39.
   Google Scholar
• Granovetter, Mark (1985), “Economic Action and Social Structure: The Problem of Embeddedness,” American Journal of Sociology, 91 (November), 481–510.
   Google Scholar
• Hughes, Douglas, and Michael Ahearne (2010), “Energizing the Reseller’s Sales Force: The Power of Brand Identification,” Journal of Marketing, 74 (July), 81–96.
   Google Scholar
• Ishida, Chiharu, Janet E. Keith, James R. Brown, and James E. Stoddard (2006), “The Contingency Effects of Supplier Influence Strategies and Their Implications for Retailer Cooperation,” Journal of Marketing Channels, 14 (1–2), 23–48.
   Google Scholar
• Jap, Sandy D. (2001), “The Strategic Role of the Salesforce in Developing Customer Satisfaction Across the Relationship Lifecycle,” Journal of Personal Selling & Sales Management, 21 (2), 95–108.
   Google Scholar
• J.D. Power and Associates (2009a), “J.D. Power and Associates Reports: Tire Brand Recommendations Not Necessarily Tied to Salesperson Affiliation,” August 19 (available at www.prnewswire.com/news-releases/jd-power-and-associatesreports-tire-brand-recommendations-not-necessarily-tiedto-salesperson-affiliation-62263127.html).
   Google Scholar
• J. D. Power and Associates (2009b), “J.D. Power and Associates Reports: Samsung LCD TVs Are More Often Recommended to Shoppers at Major Electronics Retailers,” Press release, September 8 (available at http://businesscenter.jdpower.com/news/pressrelease.aspx?ID=2009169/).
   Google Scholar
• Jöreskog, Karl G., and Dag Sörbom (1989), LISREL 8 User’s Reference Guide, Chicago: Scientific Software International.
   Google Scholar
• Kim, Chung K., Dongchul Han, and Seung-Bay Park (2001), “The Effect of Brand Personality and Brand Identification on Brand Loyalty: Applying the Theory of Social Identification,” Japanese Psychological Research, 43 (4), 195–206.
   Google Scholar
• Kotler, Philip (2003), Marketing Management, 11th ed., Upper Saddle River, NJ: Prentice Hall.
   Google Scholar
• Kuenzel, Sven, and Sue Vaux Halliday (2008), “Investigating Antecedents and Consequences of Brand Identification,” Journal of Product and Brand Management, 17 (5), 293–304.
   Google Scholar
• Laverie, Debra A., and Dennis B. Arnett (2000), “Factors Affecting Fan Attendance: The Influence of Identity Salience and Satisfaction,” Journal of Leisure Research, 32 (2), 225–246.
   Google Scholar
• Mael, Fred, and Blake E. Ashforth (1992), “Alumni and Their Alma Mater: A Partial Test of the Reformulated Model of Organizational Identification,” Journal of Organizational Behavior, 13 (2), 103–123.
   Google Scholar
• Mohr, Jakki J., and Ravipreet S. Sohi (1995), “Communication Flows in Distribution Channels: Impact on Assessments of Communication Quality and Satisfaction,” Journal of Retailing, 71 (4), 393–416.
   Google Scholar
• Montgomery, Cynthia A., and Birger Wernerfelt (1992), “Risk Reduction and Umbrella Branding,” Journal of Business, 65 (1), 31–50.
   Google Scholar
• Morgan, Robert M., and Shelby D. Hunt (1994), “The Commitment- Trust Theory of Relationship Marketing,” Journal of Marketing, 58 (July), 20–38.
   Google Scholar
• Morrison, Elizabeth Wolfe (1996), “Organizational Citizenship Behavior as a Critical Link Between HRM Practices and Service Quality,” Human Resource Management, 35 (4), 493–512.
   Google Scholar
• Mueller, Anne Marie (2000), “Today’s Sales Associates Can Make a Bigger Impact,” TWICE: This Week in Consumer Electronics, 15 (20), 24.
   Google Scholar
• Murry, John P., and Jan B. Heide (1998), “Managing Promotion Program Participation Within Manufacturer–Retailer Relationships,” Journal of Marketing, 62 (January), 58–68.
   Google Scholar
• Neter, John, William Wasserman, and Michael H. Kutner (1990), Applied Linear Statistical Models: Regression, Analysis of Variance, and Experimental Designs, 3d ed., Homewood, IL: Richard D. Irwin.
   Google Scholar
• Nunnally, Jum C. (1978), Psychometric Theory, New York: McGraw-Hill.
   Google Scholar
• O’Reilly, Charles, III, and Jennifer Chatman (1986), “Organizational Commitment and Psychological Attachment: The Effects of Compliance, Identification and Internalization on Prosocial Behavior,” Journal of Applied Psychology, 71 (3), 492–499.
   Google Scholar
• Ouchi, William G. (1980), “Markets, Bureaucracies, and Clans,” Administrative Science Quarterly, 25 (March), 129–141.
   Google Scholar
• Palmatier, Robert W., Lisa K. Scheer, and Jan-Benedict E.M. Steenkamp (2007), “Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty,” Journal of Marketing Research, 44 (2), 185–199.
   Google Scholar
• Palmatier, Robert W., Rajiv P. Dant, Dhruv Grewal, and Kenneth R. Evans (2006), “Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis,” Journal of Marketing, 70 (October), 136–153.
   Google Scholar
• Phillips, Lynn W. (1981), “Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing,” Journal of Marketing Research, 18 (November), 395–415.
   Google Scholar
• Podsakoff, Philip M., and Dennis W. Organ (1986), “Self-Reports in Organizational Research: Problems and Prospects,” Journal of Management, 12 (4), 531–544.
   Google Scholar
• Price, Linda L., and Eric J. Arnould (1999), “Commercial Friendships: Service Provider–Client Relationships in Context,” Journal of Marketing, 63 (4), 38–56.
   Google Scholar
• Pritchard, Mark P., Markr E. Havitz, and Dennis R. Howard (1999), “Analyzing the Commitment–Loyalty Link in Service Contexts,” Journal of the Academy of Marketing Science, 27 (3), 333–348.
   Google Scholar
• Rao, Akshay R., Lu Qu, and Robert W. Ruekert (1999), “Signaling Unobservable Product Quality Through a Brand Ally,” Journal of Marketing Research, 36 (2), 258–268.
   Google Scholar
• Reade, Carol (2001), “Antecedents of Organizational Identification in Multinational Corporations: Fostering Psychological Attachment to the Local Subsidiary and Global Organization,” International Journal of Human Resource Management, 12 (8), 1268–1281.
   Google Scholar
• Reynolds, Kristy E., and Mark J. Arnold (2000), “Customer Loyalty to the Salesperson and the Store: Examining Relationship Customers in an Upscale Retail Context,” Journal of Personal Selling & Sales Management, 20, 2 (Spring), 89–98.
   Google Scholar
• Reynolds, Kristy E., and Sharon E. Beatty (1999), “Customer Benefits and Company Consequences of Customer–Salesperson Relationships in Retailing,” Journal of Retailing, 75 (Spring), 11–33.
   Google Scholar
• Salancik, Gerald R. (1977), “Commitment and the Control of Organizational Behavior and Beliefs,” in New Directions in Organizational Behavior, Barry M. Staw and Gerald R. Salancik, eds., Chicago: St. Clair Press, 1–54.
   Google Scholar
• Schellhase, Ralf, Petra Hardock, and Martin Ohlwein (1999), “Customer Satisfaction in Business-to-Business Marketing: The Case of Retail Organizations and Their Suppliers,” Journal of Business and Industrial Marketing, 14 (5–6), 416–432.
   Google Scholar
• Scott, Susanne G., and Vicki R. Lane (2000), “A Stakeholder Approach to Organizational Identity,” Academy of Management Review, 25 (1), 43–62.
   Google Scholar
• Selnes, Fred (1998), “Antecedents and Consequences of Trust and Satisfaction in Buyer–Seller Relationships,” European Journal of Marketing, 32 (3–4), 305–323.
   Google Scholar
• Smidts, Ale, Ad Th.H. Pruyn, and Cees B.M. van Riel (2001), “The Impact of Employee Communication and Perceived External Prestige on Organizational Identification,” Academy of Management Journal, 49 (5), 1051–1062.
   Google Scholar
• Srivastava, Rjesh, Lou E. Pelton, and David M. Strutton (2001), “The Will to Win: An Investigation of How Sales Managers Can Improve the Quantitative Aspects of Their Sales Force’s Effort,” Journal of Marketing Theory and Practice, 9 (2), 11–26.
   Google Scholar
• Sweeney, Jillian C., Geoffrey N. Soutar, and Lester W. Johnson (1999), “The Role of Perceived Risk in the Quality–Value Relationship: A Study in a Retail Environment,” Journal of Retailing, 75 (Spring), 77–106.
   Google Scholar
• Tajfel, Henri, and John C. Turner (1985), “The Social Identity Theory of Intergroup Behavior,” in Psychology of Intergroup Relations, Steven Worchel and William G. Austin, eds., Chicago: Nelson-Hall, 6–24.
   Google Scholar
• Underwood, Robert, Edward Bond, and Robery Baer (2001), “Building Service Brands via Social Identity: Lessons from the Sports Marketplace,” Journal of Marketing Theory and Practice, 9 (1), 1–12.
   Google Scholar
• Van Dyne, Linn, Jill W. Graham, and Richard M. Dienesch (1994), “Organizational Citizenship Behavior: Construct Redefinition, Measurement, and Validation,” Academy of Management Journal, 37 (4), 765–802.
   Google Scholar
• Wang, Guangping, and Richard G. Netemeyer (2002), “The Effect of Job Autonomy, Customer Demandingness, and Trait Competitiveness on Salesperson Learning, Self-Efficacy, and Performance,” Journal of the Academy of Marketing Science, 30 (3), 217–228.
   Google Scholar
• Webster, Frederick E., Jr. (2000), “Understanding the Relationships Among Brands, Consumers, and Retailers,” Journal of the Academy of Marketing Science, 28 (Winter), 17–23.
   Google Scholar
• Wolf, Alan (2006), “Shoppers Want Sales Help: Poll,” TWICE: This Week in Consumer Electronics, November 6 (available at www.twice.com/article/257976-Shoppers_Want_Sales_Help_Poll.php).
   Google Scholar
• Yilmaz, Cengiz, and Shelby D. Hunt (2001), “Salesperson Cooperation: The Influence of Relational, Task, Organizational, and Personal Factors,” Journal of the Academy of Marketing Science, 29 (Fall), 335–358.
   Google Scholar