IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v58y2005i5p584-592.html
   My bibliography  Save this article

Motivating salesperson customer orientation: insights from the job characteristics model

Author

Listed:
  • Thakor, Mrugank V.
  • Joshi, Ashwin W.

Abstract

No abstract is available for this item.

Suggested Citation

  • Thakor, Mrugank V. & Joshi, Ashwin W., 2005. "Motivating salesperson customer orientation: insights from the job characteristics model," Journal of Business Research, Elsevier, vol. 58(5), pages 584-592, May.
    • Handle: RePEc:eee:jbrese:v:58:y:2005:i:5:p:584-592
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(03)00208-X
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Comer, James M. & Machleit, Karen A. & Lagace, Rosemary R., 1989. "Psychometric assessment of a reduced version of INDSALES," Journal of Business Research, Elsevier, vol. 18(4), pages 291-302, June.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. DeConinck, James B., 2011. "The effects of ethical climate on organizational identification, supervisory trust, and turnover among salespeople," Journal of Business Research, Elsevier, vol. 64(6), pages 617-624, June.
    2. Jose Varghese & Manoj Edward, 2018. "Relationship Between Job Orientation and Performance of Sales People: A Financial Services Industry Perspective," IIM Kozhikode Society & Management Review, , vol. 7(1), pages 88-96, January.
    3. Mulki, Jay & Lassk, Felicia G., 2019. "Joint impact of ethical climate and external work locus of control on job meaningfulness," Journal of Business Research, Elsevier, vol. 99(C), pages 46-56.
    4. Locander, David A. & Darrat, Mahmoud A. & Babin, Barry J., 2023. "Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes," Journal of Business Research, Elsevier, vol. 154(C).
    5. Ho-Taek Yi & Young-Bong Cha & Fortune Edem Amenuvor, 2021. "Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels," Sustainability, MDPI, vol. 13(7), pages 1-21, April.
    6. Filipe Jorge Coelho & Mário Gomes Augusto & Arnaldo Fernandes Coelho & Patrícia Moura Sá, 2008. "Climate perceptions and the customer orientation of frontline service employees," The Service Industries Journal, Taylor & Francis Journals, vol. 30(8), pages 1343-1357, September.
    7. Lee, Na Young & Zablah, Alex R. & Noble, Stephanie M., 2023. "A meta-analytic investigation of the organizational identification – Job performance relationship in the frontlines," Journal of Retailing, Elsevier, vol. 99(3), pages 370-384.
    8. Valerie Good & Douglas E. Hughes & Hao Wang, 2022. "More than money: establishing the importance of a sense of purpose for salespeople," Journal of the Academy of Marketing Science, Springer, vol. 50(2), pages 272-295, March.
    9. Jaramillo, Fernando & Mulki, Jay Prakash & Boles, James S., 2013. "Bringing meaning to the sales job: The effect of ethical climate and customer demandingness," Journal of Business Research, Elsevier, vol. 66(11), pages 2301-2307.
    10. Basim Abbas Kraidy Jassmy & Zaki Muhammad Abbas Bhaya & Zaid Yaseen Saud Al-Dulaimi, 2016. "Customer Orientation and Organizational Performance in Iraqi Private Banks," International Conference on Marketing and Business Development Journal, The Bucharest University of Economic Studies, vol. 2(1), pages 219-225, July.
    11. Ho-Taek Yi & Fortune Edem Amenuvor, 2022. "The Effect of Door-to-Door Salespeople’s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity," Sustainability, MDPI, vol. 14(6), pages 1-15, March.
    12. Lyngdoh, Teidorlang & Liu, Annie H. & Sridhar, Guda, 2018. "Applying positive psychology to selling behaviors: A moderated–mediation analysis integrating subjective well-being, coping and organizational identity," Journal of Business Research, Elsevier, vol. 92(C), pages 142-153.
    13. Itani, Omar S. & Goad, Emily A. & Jaramillo, Fernando, 2019. "Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?," Journal of Business Research, Elsevier, vol. 102(C), pages 120-130.
    14. Miao, C. Fred & Evans, Kenneth R. & Shaoming, Zou, 2007. "The role of salesperson motivation in sales control systems -- Intrinsic and extrinsic motivation revisited," Journal of Business Research, Elsevier, vol. 60(5), pages 417-425, May.
    15. Omar S. Itani & Nawar N. Chaker, 2022. "Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate," Journal of Business Ethics, Springer, vol. 181(4), pages 847-871, December.
    16. Filipe Coelho & Carlos Sousa, 2011. "From Goal Orientations to Employee Creativity and Performance: Evidence from Frontline Service Employees," GEMF Working Papers 2011-08, GEMF, Faculty of Economics, University of Coimbra.
    17. Johlke, Mark C. & Iyer, Rajesh, 2013. "A model of retail job characteristics, employee role ambiguity, external customer mind-set, and sales performance," Journal of Retailing and Consumer Services, Elsevier, vol. 20(1), pages 58-67.
    18. Colin B. Gabler & Omar S. Itani & Raj Agnihotri, 2023. "Activating Corporate Environmental Ethics on the Frontline: A Natural Resource-Based View," Journal of Business Ethics, Springer, vol. 186(1), pages 63-86, August.
    19. Steven Bauer & Dongkuk Lim, 2019. "Effect of Communication Practices on Volunteer Organization Identification and Retention," Sustainability, MDPI, vol. 11(9), pages 1-17, April.

    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.
    1. Castaldo, Sandro & Ciacci, Andrea & Penco, Lara, 2023. "Perceived corporate social responsibility and job satisfaction in grocery retail: A comparison between low- and high-productivity stores," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    2. Micevski, Milena & Kadic-Maglajlic, Selma & Banerjee, Sourindra & Cadogan, John & Lee, Nick, 2017. "Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring," Journal of Business Research, Elsevier, vol. 80(C), pages 266-276.
    3. Cravens, David W. & Lassk, Felicia G. & Low, George S. & Marshall, Greg W. & Moncrief, William C., 2004. "Formal and informal management control combinations in sales organizations: The impact on salesperson consequences," Journal of Business Research, Elsevier, vol. 57(3), pages 241-248, March.
    4. Rutherford, Brian & Boles, James & Hamwi, G. Alexander & Madupalli, Ramana & Rutherford, Leann, 2009. "The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors," Journal of Business Research, Elsevier, vol. 62(11), pages 1146-1151, November.
    5. Schwepker, Charles Jr., 2001. "Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforce," Journal of Business Research, Elsevier, vol. 54(1), pages 39-52, October.
    6. Hsieh, An Tien & Hsieh, Shu-Hui, 2010. "Dangerous work and name disclosure," Journal of Criminal Justice, Elsevier, vol. 38(4), pages 410-418, July.
    7. Rutherford, Brian N. & Marshall, Greg W. & Park, JungKun, 2014. "The moderating effects of gender and inside versus outside sales role in multifaceted job satisfaction," Journal of Business Research, Elsevier, vol. 67(9), pages 1850-1856.
    8. Hartmann, Nathaniel N. & Rutherford, Brian N. & Feinberg, Richard & Anderson, James G., 2014. "Antecedents of mentoring: Do multi-faceted job satisfaction and affective organizational commitment matter?," Journal of Business Research, Elsevier, vol. 67(9), pages 2039-2044.
    9. Kevin J. Shanahan & Christopher D. Hopkins, 2019. "Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent," Journal of Business Ethics, Springer, vol. 159(3), pages 837-848, October.
    10. Swimberghe, Krist & Jones, Robert Paul & Darrat, Mahmoud, 2014. "Deviant behavior in retail, when sales associates “Go Bad†! Examining the relationship between the work–family interface, job stress, and salesperson deviance," Journal of Retailing and Consumer Services, Elsevier, vol. 21(4), pages 424-431.
    11. Coelho, Filipe & Augusto, Mário & Lages, Luis Filipe, 2011. "Contextual Factors and the Creativity of Frontline Employees: The Mediating Effects of Role Stress and Intrinsic Motivation," Journal of Retailing, Elsevier, vol. 87(1), pages 31-45.
    12. Avlonitis, George J. & Panagopoulos, Nikolaos G., 2007. "Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach," Journal of Business Research, Elsevier, vol. 60(7), pages 765-775, July.
    13. Belal Panahi, 2011. "The Survey up Effect of Job Satisfaction on Organizational Citizenship Behaviors of Employees in Public Banks," International Journal of Academic Research in Accounting, Finance and Management Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Accounting, Finance and Management Sciences, vol. 1(2), pages 8-15, December.
    14. Hartmann, Nathaniel N. & Rutherford, Brian N. & Park, JungKun, 2017. "Sequencing of multi-faceted job satisfaction across business-to-business and business-to-consumer salespeople: A multi-group analysis," Journal of Business Research, Elsevier, vol. 70(C), pages 153-159.
    15. Jose Varghese & Manoj Edward, 2018. "Relationship Between Job Orientation and Performance of Sales People: A Financial Services Industry Perspective," IIM Kozhikode Society & Management Review, , vol. 7(1), pages 88-96, January.
    16. Mir Rouf Ahmad & Rameez Raja, 2021. "Employee Job Satisfaction and Business Performance: The Mediating Role of Organizational Commitment," Vision, , vol. 25(2), pages 168-179, June.
    17. Budak Olkan & Erdal Nurgül, 2022. "The Mediating Role of Burnout Syndrome in Toxic Leadership and Job Satisfaction in Organizations," South East European Journal of Economics and Business, Sciendo, vol. 17(2), pages 1-17, December.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    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:58:y:2005:i:5:p:584-592. 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.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.