IDEAS home Printed from https://ideas.repec.org/a/eee/worbus/v46y2011i2p221-233.html
   My bibliography  Save this article

The effects of organizational structure and job characteristics on export sales managers' job satisfaction and organizational commitment

Author

Listed:
  • Katsikea, Evangelia
  • Theodosiou, Marios
  • Perdikis, Nick
  • Kehagias, John

Abstract

This study draws on the job-modification framework and the job characteristics model to investigate the relationship between organizational structure, job characteristics, and work outcomes in export sales organizations. The study offers a conceptual framework and an empirical test using data collected from 160 UK exporters. The results indicate that formalization and centralization have a positive impact on job feedback. Moreover, centralization relates negatively to job autonomy and job variety. Higher levels of job autonomy, job variety and job feedback enhance the job satisfaction of export sales managers. In turn, export sales managers' job satisfaction relates positively to organizational commitment. Managerial implications are presented and future research avenues are identified.

Suggested Citation

  • Katsikea, Evangelia & Theodosiou, Marios & Perdikis, Nick & Kehagias, John, 2011. "The effects of organizational structure and job characteristics on export sales managers' job satisfaction and organizational commitment," Journal of World Business, Elsevier, vol. 46(2), pages 221-233, April.
    • Handle: RePEc:eee:worbus:v:46:y:2011:i:2:p:221-233
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S1090951610000866
    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. Sanjeev Agarwal, 1993. "Influence of Formalization on Role Stress, Organizational Commitment, and Work Alienation of Salespersons: A Cross-National Comparative Study," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 24(4), pages 715-739, December.
    2. George P. Huber & Danial J. Power, 1985. "Retrospective reports of strategic‐level managers: Guidelines for increasing their accuracy," Strategic Management Journal, Wiley Blackwell, vol. 6(2), pages 171-180, April.
    3. Challagalla, Goutam N. & Shervani, Tasadduq A., 1997. "A measurement model of the dimensions and types of output and behavior control: An empirical test in a salesforce context," Journal of Business Research, Elsevier, vol. 39(3), pages 159-172, July.
    4. Banai, Moshe & Reisel, William D., 2007. "The influence of supportive leadership and job characteristics on work alienation: A six-country investigation," Journal of World Business, Elsevier, vol. 42(4), pages 463-476, December.
    5. Johnston, Mark W. & Parasuraman, A. & Futrell, Charles M., 1989. "Extending a model of salesperson role perceptions and work-related attitudes: Impact of job tenure," Journal of Business Research, Elsevier, vol. 18(4), pages 269-290, June.
    6. Jane W. Lu & Paul W. Beamish, 2001. "The internationalization and performance of SMEs," Strategic Management Journal, Wiley Blackwell, vol. 22(6‐7), pages 565-586, June.
    7. Theodosiou, Marios & Katsikea, Evangelia, 2007. "How management control and job-related characteristics influence the performance of export sales managers," Journal of Business Research, Elsevier, vol. 60(12), pages 1261-1271, December.
    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. Alshahrani Bander Sayaf, 2015. "Measuring Job Satisfaction Patterns in Saudi Arabia`s Southern Regions Hospitals: Implications for Hospital Staff Retention," International Journal of Management Science and Business Administration, Inovatus Services Ltd., vol. 1(3), pages 29-49, February.
    2. Sajjad Jasimuddin & Jun Li & Nicholas Perdikis, 2015. "Linkage between geographic space and knowledge transfer by multinational enterprises: a structural equation approach," The Annals of Regional Science, Springer;Western Regional Science Association, vol. 54(3), pages 769-795, May.
    3. Mohammed Khalifa Abdelsalam & Ibrahim Mohammed Massoud Egdair & Halima Begum & Diara Md. Jadi & Hussein-Elhakim Al Issa & Omar Saad Saleh Abrika & A. S. A. Ferdous Alam, 2021. "The Key Organizational Factors in Healthcare Waste Management Practices of Libyan Public Hospitals," Sustainability, MDPI, vol. 13(22), pages 1-19, November.
    4. Eva, Nathan & Sendjaya, Sen & Prajogo, Daniel & Madison, Karryna, 2021. "Does organizational structure render leadership unnecessary? Configurations of formalization and centralization as a substitute and neutralizer of servant leadership," Journal of Business Research, Elsevier, vol. 129(C), pages 43-56.
    5. Yeonghye Yoon & Wenyan Yan & Eunjin Kim, 2020. "Towards Sustainable Human Resource Development of Convention Project Managers: Job Characteristics and Related Differences in Core Competency," Sustainability, MDPI, vol. 12(19), pages 1-15, September.
    6. Naqshbandi, M. Muzamil & Jasimuddin, Sajjad M., 2018. "Knowledge-oriented leadership and open innovation: Role of knowledge management capability in France-based multinationals," International Business Review, Elsevier, vol. 27(3), pages 701-713.
    7. Ghulam Mustafa & Hans Solli-Sæther & Virginia Bodolica & Jon Ivar Håvold & Anam Ilyas, 2022. "Digitalization trends and organizational structure: bureaucracy, ambidexterity or post-bureaucracy?," Eurasian Business Review, Springer;Eurasia Business and Economics Society, vol. 12(4), pages 671-694, December.
    8. Malakkaran Johny Jino & Hima Elizabeth Mathew, 2021. "Can Formalisation Ensure Ethical Behaviour Among Teachers? The Mediating Role of Moral Efficacy," Business Perspectives and Research, , vol. 9(2), pages 306-323, May.
    9. Behzad Shoghi & Morteza Asgarani & Najmiyeh Ashnagohar, 2013. "Mediating Effect of Organizational structure on the Relationship between Managers' Leadership Style and Employees' Creativity (Case study: Metal Industries of Kaveh Industrial City)," International Journal of Learning and Development, Macrothink Institute, vol. 3(3), pages 63-80, June.
    10. Mohammed Farag Alaqla, 2020. "The Effect of the Relationship between Organizational Excellence and Quality of Work-Life on Organizational Commitment: An Applied Study on the Health Services Sector in Taif City," International Journal of Human Resource Studies, Macrothink Institute, vol. 10(2), pages 280296-2802, December.
    11. Ghulam Mustafa & Richard Glavee-Geo & Kjell Gronhaug & Hanan Saber Almazrouei, 2019. "Structural Impacts on Formation of Self-Efficacy and Its Performance Effects," Sustainability, MDPI, vol. 11(3), pages 1-24, February.
    12. Spickermann, Alexander & Zimmermann, Martin & von der Gracht, Heiko A., 2014. "Surface- and deep-level diversity in panel selection — Exploring diversity effects on response behaviour in foresight," Technological Forecasting and Social Change, Elsevier, vol. 85(C), pages 105-120.

    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. Maha Dajani & Mohamad Saad Mohamad, 2017. "Perceived Organisational Injustice and Counterproductive Behaviour: The Mediating Role of Work Alienation Evidence from the Egyptian Public Sector," International Journal of Business and Management, Canadian Center of Science and Education, vol. 12(5), pages 192-192, April.
    2. Emmanuel Obiahu Agha & Collins Chukwuemeka Uche & Daniel Chinazam Ogbu, 2024. "Socio-demographic Factors and Alienation among Workers in a Nigerian University: A Correlational Analysis," International Journal of Research and Innovation in Social Science, International Journal of Research and Innovation in Social Science (IJRISS), vol. 8(5), pages 225-241, May.
    3. Paul, Justin, 2020. "SCOPE framework for SMEs: A new theoretical lens for success and internationalization," European Management Journal, Elsevier, vol. 38(2), pages 219-230.
    4. Díaz, Estrella & Martín-Consuegra, David & Esteban, Águeda, 2015. "Perceptions of service cannibalisation: The moderating effect of the type of travel agency," Tourism Management, Elsevier, vol. 48(C), pages 329-342.
    5. Ipsmiller, Edith & Brouthers, Keith D. & Dikova, Desislava, 2021. "Which export channels provide real options to SMEs?," Journal of World Business, Elsevier, vol. 56(6).
    6. Chiaburu, Dan S. & Thundiyil, Tomas & Wang, Jiexin, 2014. "Alienation and its correlates: A meta-analysis," European Management Journal, Elsevier, vol. 32(1), pages 24-36.
    7. Theodosiou, Marios & Katsikea, Evangelia, 2007. "How management control and job-related characteristics influence the performance of export sales managers," Journal of Business Research, Elsevier, vol. 60(12), pages 1261-1271, December.
    8. Zeng, Fue & Huang, Ying & Xiao, Zhenxin & Wang, Cheng Lu & Dong, Maggie Chuoyan, 2021. "The dark side of channel rewards for observer distributors: A social comparison perspective," Journal of Business Research, Elsevier, vol. 132(C), pages 441-452.
    9. Mathews, Shane & Bianchi, Constanza & Perks, Keith J. & Healy, Marilyn & Wickramasekera, Rumintha, 2016. "Internet marketing capabilities and international market growth," International Business Review, Elsevier, vol. 25(4), pages 820-830.
    10. Tamara Galkina & Sylvie Chetty, 2015. "Effectuation and Networking of Internationalizing SMEs," Management International Review, Springer, vol. 55(5), pages 647-676, October.
    11. Ojala, Arto & Evers, Natasha & Rialp, Alex, 2018. "Extending the international new venture phenomenon to digital platform providers: A longitudinal case study," Journal of World Business, Elsevier, vol. 53(5), pages 725-739.
    12. Murtha, Brian R. & Shervani, Tasadduq A. & Challagalla, Goutam N. & Kirkman, Bradley L., 2014. "Control system diversity: Implications for selling centers," Journal of Business Research, Elsevier, vol. 67(9), pages 1870-1876.
    13. Davenport, Sally, 2005. "Exploring the role of proximity in SME knowledge-acquisition," Research Policy, Elsevier, vol. 34(5), pages 683-701, June.
    14. Marina Dabić & Jane Maley & Leo-Paul Dana & Ivan Novak & Massimiliano M. Pellegrini & Andrea Caputo, 2020. "Pathways of SME internationalization: a bibliometric and systematic review," Small Business Economics, Springer, vol. 55(3), pages 705-725, October.
    15. Sousa, Carlos M.P. & Bradley, Frank, 2008. "Antecedents of international pricing adaptation and export performance," Journal of World Business, Elsevier, vol. 43(3), pages 307-320, July.
    16. Sandberg, Susanne & Sui, Sui & Baum, Matthias, 2019. "Effects of prior market experiences and firm-specific resources on developed economy SMEs' export exit from emerging markets: Complementary or compensatory?," Journal of Business Research, Elsevier, vol. 98(C), pages 489-502.
    17. Agnieszka Żur, 2015. "Opportunity Identification and Creation as Factors of Firm Internationalisation," Entrepreneurial Business and Economics Review, Centre for Strategic and International Entrepreneurship at the Cracow University of Economics., vol. 3(2), pages 25-39.
    18. Francisco Javier Forcadell & Fernando Úbeda, 2022. "Individual entrepreneurial orientation and performance: the mediating role of international entrepreneurship," International Entrepreneurship and Management Journal, Springer, vol. 18(2), pages 875-900, June.
    19. Gassmann, Oliver & Keupp, Marcus Matthias, 2007. "The competitive advantage of early and rapidly internationalising SMEs in the biotechnology industry: A knowledge-based view," Journal of World Business, Elsevier, vol. 42(3), pages 350-366, September.
    20. Justo, Rachida & DeTienne, Dawn R. & Sieger, Philipp, 2015. "Failure or voluntary exit? Reassessing the female underperformance hypothesis," Journal of Business Venturing, Elsevier, vol. 30(6), pages 775-792.

    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:worbus:v:46:y:2011:i:2:p:221-233. 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/wps/find/journaldescription.cws_home/620401/description#description .

    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.