Salesperson intra-career mobility perceptions: Exploring the role of professional versus organizational identities
Author
Abstract
Suggested Citation
DOI: 10.1016/j.jbusres.2024.114996
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Matthew Bidwell & Forrest Briscoe, 2010. "The Dynamics of Interorganizational Careers," Organization Science, INFORMS, vol. 21(5), pages 1034-1053, October.
- Kraus, Florian & Haumann, Till & Ahearne, Michael & Wieseke, Jan, 2015. "When Sales Managers and Salespeople Disagree in the Appreciation for Their Firm: The Phenomenon of Organizational Identification Tension," Journal of Retailing, Elsevier, vol. 91(3), pages 486-515.
- Alan Benson & Ben A. Rissing, 2020. "Strength from Within: Internal Mobility and the Retention of High Performers," Organization Science, INFORMS, vol. 31(6), pages 1475-1496, November.
- Christine Coupland, 2001. "Accounting For Change: A Discourse Analysis of Graduate Trainees’ Talk of Adjustment," Journal of Management Studies, Wiley Blackwell, vol. 38(8), pages 1103-1119, December.
- Erin Adamson Gillespie & Stephanie M. Noble & Son K. Lam, 2016. "Extrinsic versus intrinsic approaches to managing a multi-brand salesforce: when and how do they work?," Journal of the Academy of Marketing Science, Springer, vol. 44(6), pages 707-725, November.
- James S. Boles & George W. Dudley & Vincent Onyemah & Dominique Rouzies & William A. Weeks, 2012. "Sales Force Turnover and Retention: A Research Agenda," Post-Print hal-00663426, HAL.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Ali Reza Keshavarz & Dominique Rouzies & Francis Kramarz & Bertrand Quelin & Michael Segalla, 2024. "How do firms value sales career paths?," Journal of the Academy of Marketing Science, Springer, vol. 52(3), pages 762-788, May.
- Shaierah Gulabdin & Toh Pei Sung & Stephen Laison Sondoh Jr & Faerozh Madli, 2022. "The Effect Of Social Influence And Interpersonal Identification On The Relationship Between Personality And Performance Of Agents In The Multilevel Marketing (Mlm) Industry," Malaysian E Commerce Journal (MECJ), Zibeline International Publishing, vol. 6(1), pages 44-53, November.
- Riley Dugan & Maria Rouziou & Bryan Hochstein, 2019. "“It is better to be loved than feared: Machiavellianism and the dark side of internal networking”," Marketing Letters, Springer, vol. 30(3), pages 261-274, December.
- Hiroshi Ono, 2018. "Career mobility in the embedded market: a study of the Japanese financial sector," Asian Business & Management, Palgrave Macmillan, vol. 17(5), pages 339-365, December.
- Andrew Shipilov & Frédéric C. Godart & Julien Clement, 2017. "Which boundaries? How mobility networks across countries and status groups affect the creative performance of organizations," Strategic Management Journal, Wiley Blackwell, vol. 38(6), pages 1232-1252, June.
- Matthew Bidwell & Ethan Mollick, 2015. "Shifts and Ladders: Comparing the Role of Internal and External Mobility in Managerial Careers," Organization Science, INFORMS, vol. 26(6), pages 1629-1645, December.
- Elisabeth Bublitz, 2018.
"Matching skills of individuals and firms along the career path,"
Oxford Economic Papers, Oxford University Press, vol. 70(2), pages 509-537.
- Bublitz, Elisabeth, 2013. "Matching Skills of Individuals and Firms Along the Career Path," VfS Annual Conference 2013 (Duesseldorf): Competition Policy and Regulation in a Global Economic Order 79742, Verein für Socialpolitik / German Economic Association.
- Bublitz, Elisabeth, 2015. "Matching skills of individuals and firms along the career path," HWWI Research Papers 165, Hamburg Institute of International Economics (HWWI).
- Valerie Good & Douglas E. Hughes & Ahmet H. Kirca & Sean McGrath, 2022. "A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 586-614, May.
- Skokic, Vlatka & Coh, Marko, 2017. "How do executive search firms increase interest in career opportunities? The role of past interactions," European Management Journal, Elsevier, vol. 35(4), pages 505-513.
- H. Colleen Stuart, 2017. "Structural Disruption, Relational Experimentation, and Performance in Professional Hockey Teams: A Network Perspective on Member Change," Organization Science, INFORMS, vol. 28(2), pages 283-300, April.
- Ayşe Banu Elmadağ & Alexander E. Ellinger, 2018. "Alleviating job stress to improve service employee work affect: the influence of rewarding," Service Business, Springer;Pan-Pacific Business Association, vol. 12(1), pages 121-141, March.
- Michaela Merk & Géraldine Michel, 2019. "The dark side of salesperson brand identification in the luxury sector: When brand orientation generates management issues and negative customer perception," Post-Print hal-02045833, HAL.
- Gopalakrishna, Srinath & Crecelius, Andrew T. & Patil, Ashutosh, 2022. "Hunting for new customers: Assessing the drivers of effective salesperson prospecting and conversion," Journal of Business Research, Elsevier, vol. 149(C), pages 916-926.
- Johnson, Jeff S. & Friend, Scott B. & Rutherford, Brian N. & Hamwi, G. Alexander, 2016. "Absolute versus relative sales failure," Journal of Business Research, Elsevier, vol. 69(2), pages 596-603.
- Lessassy, Léopold, 2023. "Investigating a three-way interaction of manufacturer control, retail control and dependence on salesforce performance. Does the role of frontline employees matters ?," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
- Lutz Preuss & David Dawson, 2009. "On the Quality and Legitimacy of Green Narratives in Business: A Framework for Evaluation," Journal of Business Ethics, Springer, vol. 84(1), pages 135-149, January.
- Skiba, Jenifer & Saini, Amit & Friend, Scott B., 2016. "The effect of managerial cost prioritization on sales force turnover," Journal of Business Research, Elsevier, vol. 69(12), pages 5917-5924.
- Beatrice I.J.M. Van der Heijden & Ans De Vos, 2015. "Sustainable careers: introductory chapter," Chapters, in: Handbook of Research on Sustainable Careers, chapter 1, pages 1-19, Edward Elgar Publishing.
- Willy Bolander & Nawar N. Chaker & Alec Pappas & Daniel R. Bradbury, 2021. "Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory," Journal of the Academy of Marketing Science, Springer, vol. 49(3), pages 462-481, May.
- Alan Benson & Ben A. Rissing, 2020. "Strength from Within: Internal Mobility and the Retention of High Performers," Organization Science, INFORMS, vol. 31(6), pages 1475-1496, November.
More about this item
Keywords
Professional identification; Organizational identification; Social identity theory; Career paths; Qualitative;All these keywords.
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:186:y:2025:i:c:s0148296324005009. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.