Information control, role perceptions, and work outcomes of boundary-spanning frontline managers
Author
Abstract
Suggested Citation
DOI: 10.1016/j.jbusres.2011.03.001
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
- Boles, James S. & Babin, Barry J., 1996. "On the front lines: Stress, conflict, and the customer service provider," Journal of Business Research, Elsevier, vol. 37(1), pages 41-50, September.
- Wood, Van R. & Chonko, Lawrence B. & Hunt, Shelby D., 1986. "Social responsibility and personal success: Are they incompatible?," Journal of Business Research, Elsevier, vol. 14(3), pages 193-212, June.
- 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.
- Arnold, Todd & Flaherty, Karen E. & Voss, Kevin E. & Mowen, John C., 2009. "Role Stressors and Retail Performance: The Role of Perceived Competitive Climate," Journal of Retailing, Elsevier, vol. 85(2), pages 194-205.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Sergio Román, 2014. "Salesperson's listening in buyer-seller service relationships," The Service Industries Journal, Taylor & Francis Journals, vol. 34(7), pages 630-644, May.
- Bei Liu & Hong Chen & Shiyan Jiang & Qingqing Sun, 2021. "Why Can’t I Work in a Green Way? Research on the Influencing Mechanism of Employees’ Labor Intentions," Sustainability, MDPI, vol. 13(20), pages 1-13, October.
- Alexander, Andrew & Teller, Christoph & Roggeveen, Anne L., 2016. "The boundary spanning of managers within service networks," Journal of Business Research, Elsevier, vol. 69(12), pages 6031-6039.
- Paraskevi (Evi) Dekoulou & Anna Anastasopoulou & Panagiotis Trivellas, 2023. "Employee Performance Implications of CSR for Organizational Resilience in the Banking Industry: The Mediation Role of Psychological Empowerment," Sustainability, MDPI, vol. 15(15), pages 1-20, August.
- 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.
- Yuhyung Shin & Won-Moo Hur & Kyungdo Park & Hansol Hwang, 2020. "How Managers’ Job Crafting Reduces Turnover Intention: The Mediating Roles of Role Ambiguity and Emotional Exhaustion," IJERPH, MDPI, vol. 17(11), pages 1-17, June.
- Miao Li & Luluo Peng & Guijun Zhuang, 2020. "Sales Control Systems and Salesperson Commitment: The Moderating Role of Behavior Uncertainty," Sustainability, MDPI, vol. 12(7), pages 1-18, March.
- Chang, Woojung & Franke, George R. & Lee, Nick, 2016. "Comparing reflective and formative measures: New insights from relevant simulations," Journal of Business Research, Elsevier, vol. 69(8), pages 3177-3185.
- J. Travis Bland, 2018. "Frontline Participatory Behavior in Networks: Identity Work and the Corresponding Behavioral Determinations," Public Organization Review, Springer, vol. 18(4), pages 461-485, December.
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.- Teuvo Kantanen & Saara Julkunen & Esa Hiltunen & David Nickell, 2017. "Creating employees’ motivational paths in the retail trade," Cogent Business & Management, Taylor & Francis Journals, vol. 4(1), pages 1389332-138, January.
- Auh, Seigyoung & Menguc, Bulent & Fisher, Michelle & Haddad, Abeer, 2011. "The perceived autonomy–perceived service climate relationship: The contingency effect of store-level tenure diversity," Journal of Retailing and Consumer Services, Elsevier, vol. 18(6), pages 509-520.
- Mei-Yen Chen, 2009. "Validation of the Wood’s Job Satisfaction Questionnaire among Taiwanese Nonprofit Sport Organization Workers," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 94(3), pages 437-447, December.
- Mateja Drnovsek & Daniel Ortqvist & Joakim Wincent, 2010. "The effectiveness of coping strategies used by entrepreneurs and their impact on personal well-being and venture performance," Zbornik radova Ekonomskog fakulteta u Rijeci/Proceedings of Rijeka Faculty of Economics, University of Rijeka, Faculty of Economics and Business, vol. 28(2), pages 193-220.
- 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).
- Abdullah J. Sultan, 2022. "Aligning employees’ work engagement and behavioral performance with internal branding: the missing link of employees’ perceived brand authenticity," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 27(1), pages 52-64, March.
- Sahadev, Sunil & Chang, Kirk & Malhotra, Neeru & Kim, Ji-Hee & Ahmed, Tanveer & Kitchen, Philip, 2024. "Psychological empowerment and creative performance: Mediating role of thriving and moderating role of competitive psychological climate," Journal of Business Research, Elsevier, vol. 170(C).
- Park, Hyewon & Hur, Won-Moo & Kang, Seongho, 2023. "Contribution of sales control in salespeople’s creative selling: Work engagement as a mediator," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
- Shahbaz, Muhammad & Gao, Changyuan & Zhai, LiLi & Shahzad, Fakhar & Khan, Imran, 2021. "Environmental air pollution management system: Predicting user adoption behavior of big data analytics," Technology in Society, Elsevier, vol. 64(C).
- Robert Mayberry & James Sanders Boles & Naveen Donthu, 2018. "An escalation of commitment perspective on allocation-of-effort decisions in professional selling," Journal of the Academy of Marketing Science, Springer, vol. 46(5), pages 879-894, September.
- Jones, Eli & Chonko, Lawrence & Rangarajan, Deva & Roberts, James, 2007. "The role of overload on job attitudes, turnover intentions, and salesperson performance," Journal of Business Research, Elsevier, vol. 60(7), pages 663-671, July.
- Lin, Jo-Hui & Wong, Jehn-Yih & Ho, Ching-hua, 2013. "Promoting frontline employees' quality of life: Leisure benefit systems and work-to-leisure conflicts," Tourism Management, Elsevier, vol. 36(C), pages 178-187.
- Marie-Christin Papen & Thomas Niemand & Florian U. Siems & Sascha Kraus, 2019. "The effect of stress on customer perception of the frontline employee: an experimental study," Review of Managerial Science, Springer, vol. 13(4), pages 725-747, August.
- Bao, Yeqing & Zheng Zhou, Kevin & Zhou, Nan, 2006. "Social alienation in a transitional economy: Antecedents and impact on attitude toward social reform," Journal of Business Research, Elsevier, vol. 59(9), pages 990-998, September.
- Thomas W. H. Ng & Lorenzo Lucianetti & Dennis Y. Hsu & Frederick H. K. Yim & Kelly L. Sorensen, 2021. "You Speak, I Speak: The Social‐Cognitive Mechanisms of Voice Contagion," Journal of Management Studies, Wiley Blackwell, vol. 58(6), pages 1569-1608, September.
- Ross Gilbert, Jonathan & Krush, Michael T. & Trainor, Kevin J. & Wayment, Heidi A., 2022. "The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling," Journal of Business Research, Elsevier, vol. 150(C), pages 326-338.
- 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.
- Bykadorov, Igor & Ellero, Andrea & Moretti, Elena & Vianello, Silvia, 2009. "The role of retailer's performance in optimal wholesale price discount policies," European Journal of Operational Research, Elsevier, vol. 194(2), pages 538-550, April.
- Erik Ruzic, 2013. "An Investigation On The Phenomenon Of Job Burnout In The Sales Profession," Economic Thought and Practice, Department of Economics and Business, University of Dubrovnik, vol. 22(1), pages 79-96, june.
- 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.
More about this item
Keywords
Information control; Role ambiguity; Work outcomes; Bank branch manager; Branch effectiveness;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:65:y:2012:i:5:p:626-633. 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.