To empower or not to empower your sales force? An empirical examination of the influence of leadership empowerment behavior on customer satisfaction and performance

This research focuses on the impact of leadership empowerment behavior (LEB) on customer service satisfaction and sales performance, as mediated by salespeople's self-efficacy and adaptability. Moreover, the authors propose an interactive relationship whereby LEB will be differentially effective as a function of employees' empowerment readiness. The authors' hypotheses are tested using survey data from a sample of 231 salespeople in the pharmaceutical field, along with external ratings of satisfaction from 864 customers and archival sales performance information. Results indicated that contrary to popular belief, employees with low levels of product/industry knowledge and low experience benefit the most from leadership behaviors that are empowering, whereas high-knowledge and experienced employees reap no clear benefit. The authors conclude with directions for future research and application.     

A CROSS-LEVEL INVESTIGATION OF FACTORS INFLUENCING UNSAFE BEHAVIORS AND ACCIDENTS

Several recent reviews of industrial accidents have given increased attention to the role of organizational factors as antecedents to the accident sequence. In the current study, three group-level factors (i.e., group process, safety climate, and intentions to approach other team members engaged in unsafe acts) and one individual-level factor (i.e., perceptions of role overload) were hypothesized to influence the frequency of reported unsafe behaviors using a cross-level research strategy. Data were collected from 21 teams and 222 individuals in a Midwestern chemical processing plant. Both the individual and group-level variables were significantly associated with unsafe behaviors, thereby supporting the cross-level hypotheses. There was also initial evidence suggesting that the group process-unsafe behavior relationship was mediated by intentions to approach other team members engaged in unsafe acts. At the team level of analysis, safety climate and unsafe behaviors were significantly associated with actual accidents. Group process and approach intentions were marginally related to actual accidents ( p < .10). The implications for a cross-level approach to safety and interventions is discussed.     

Longitudinal examination of the role of goal orientation in cross-cultural adjustment

In this longitudinal study, the authors introduced goal orientation theory to the study of cross-cultural adjustment. The authors examined relationships among dispositional goal orientation, domain-specific self-efficacy, and cross-cultural adjustment. Results indicated that a learning orientation was positively related to sojourners' academic and social self-efficacy, whereas a performance orientation was negatively related to sojourners' social self-efficacy. Sojourners' academic and social self-efficacy were positively related to academic and social adjustment, respectively. A learning orientation was positively related to academic and social adjustment, and the relationship was mediated by self-efficacy. A performance orientation was not related to adjustment. Finally, academic adjustment was positively related to grade point average. The authors discussed implications for research and practices.     

Stirring the hearts of followers: charismatic leadership as the transferal of affect

In 2 studies, the authors found that leader charisma was positively associated with followers' positive affect and negatively associated with followers' negative affect. The authors hypothesized that leaders' positive affect, positive expression, and aroused behavior will mediate these relationships. The results of their lab study suggest that leaders' positive expression and aroused behavior mediated these relationships. A field study showed that firefighters under the command of a charismatic officer were happier than those under the command of a non-charismatic officer and that these relationships were mediated by the leader's positive affect and a tendency to express positivity.     

Relationship of core self-evaluations to goal setting, motivation, and performance.

A newly developed personality taxonomy suggests that self-esteem, locus of control, generalized self-efficacy, and neuroticism form a broad personality trait termed core self-evaluations. The authors hypothesized that this broad trait is related to motivation and performance. To test this hypothesis, 3 studies were conducted. Study 1 showed that the 4 dispositions loaded on 1 higher order factor. Study 2 demonstrated that the higher order trait was related to task motivation and performance in a laboratory setting. Study 3 showed that the core trait was related to task activity, productivity as measured by sales volume, and the rated performance of insurance agents. Results also revealed that the core self-evaluations trait was related to goal-setting behavior. In addition, when the 4 core traits were investigated as 1 nomological network, they proved to be more consistent predictors of job behaviors than when used in isolation.     

诚实的奖励:员工自我效能感、差错承认与绩效评估关系探究

犯错在组织中并不少见。但基于建立良好形象的动机,员工很少会主动承认差错。基于自我认知和信息加工理论,提出员工积极自我认知会促进差错承认,同时差错承认会向上级传递信号影响其对员工的绩效评估。通过对675名员工及其配对上级两阶段的调研,使用三明治分析方法,发现员工自我效能感正向影响差错承认;差错承认对上级评价员工任务绩效无显著影响,但会显著降低上级对员工反生产行为的评估,由此说明了差错承认的奖励。     

Effects of parental job insecurity and parenting behaviors on youth’s self-efficacy and work attitudes

Drawing on the spillover mechanism, the relationships among parental job insecurity, authoritarian parenting behaviors, youth’s self-efficacy, and work attitudes were examined. Specifically, parental job insecurity was hypothesized to be positively associated with (1) authoritarian parenting behaviors, and (2) youth’s perception of parental job insecurity. In turn, we hypothesized that both authoritarian parenting behaviors and youth’s perceptions of parental job insecurity were negatively associated with youth’s self efficacy. Finally, self-efficacy was predicted to be positively associated with youth’s work attitudes. Data were collected from 178 management undergraduates and their parents. Structural equation modeling results suggested that paternal job insecurity was positively associated with authoritarian parenting behaviors while maternal job insecurity was negatively associated with authoritarian parenting behaviors. Additionally, while the relationship between mothers’ authoritarian parenting behaviors and youth’s self-efficacy was supported, the relationship between fathers’ authoritarian parenting behaviors and youth’s self-efficacy was not. Youth’s self efficacy was positively associated with their work attitudes. Implications of the findings are discussed.     

Impact of high-performance work systems on individual- and branch-level performance: test of a multilevel model of intermediate linkages

We proposed and tested a multilevel model, underpinned by empowerment theory, that examines the processes linking high-performance work systems (HPWS) and performance outcomes at the individual and organizational levels of analyses. Data were obtained from 37 branches of 2 banking institutions in Ghana. Results of hierarchical regression analysis revealed that branch-level HPWS relates to empowerment climate. Additionally, results of hierarchical linear modeling that examined the hypothesized cross-level relationships revealed 3 salient findings. First, experienced HPWS and empowerment climate partially mediate the influence of branch-level HPWS on psychological empowerment. Second, psychological empowerment partially mediates the influence of empowerment climate and experienced HPWS on service performance. Third, service orientation moderates the psychological empowerment-service performance relationship such that the relationship is stronger for those high rather than low in service orientation. Last, ordinary least squares regression results revealed that branch-level HPWS influences branch-level market performance through cross-level and individual-level influences on service performance that emerges at the branch level as aggregated service performance.     

Procedural justice climate and group power distance: an examination of cross-level interaction effects

In this article, the authors extend research on the cross-level effects of procedural justice climate by theorizing and testing its interaction with group power distance. The results indicated that group power distance moderated the relationships between procedural justice climate and individual-level outcomes (organizational commitment and organization-directed citizenship behavior). More specifically, a larger group power distance was found to attenuate the positive cross-level effects of procedural justice climate. Implications for procedural justice climate research are discussed.     

Relationships between leaders' and subordinates' emotion regulation and satisfaction and affect at work

The study examined relationships between leaders' emotion regulation and leaders' and subordinates' work-related outcomes. Fifty-one school directors and 281 teachers reported on their strategies of emotion regulation (reappraisal, suppression), job satisfaction, and affect at work. For subordinates, suppression was negatively related to job satisfaction and was positively related to negative affect and emotional exhaustion, and reappraisal was positively related to job satisfaction and negatively to negativ affect. In contrast, multilevel analyses found that directors' use of reappraisal was neg atively related to subordinates' job satisfaction, and directors' use of suppression wa positively related to subordinates' positive affect. Leaders' suppression interacted wit group cohesion to predict subordinates' negative affect. This is one of the first studies to find evidence for the possible tension between leaders' emotion regulation competencie and organizational-role interests.     

Work performance norms and organizational efficacy as cross-level effects on the relationship between individual perceptions of self-efficacy,overcommitment, and work-related stress

In the past 10 years, there has been increasing interest in applying multilevel analysis to explain how psychosocial work conditions may influence organizational behaviour. In the present study, we investigated how the individual level variables of self-efficacy and overcommitment may relate to job stress within an analytic context controlling for the main effects of dimensions of the psychosocial work environment, as well as the employees' collective perceptions of work performance norms and organizational efficacy beliefs. The final sample consisted of 924 employees from the food and beverage industry in Norway. Hierarchical linear analysis shows that overcommitment and self-efficacy together have significant main effects on stress. As expected, the results show that overcommitment is positively related to experiences of stress and self efficacy is negatively related to work-related stress. Norms governing performance, magnitude of production, attendance, and work pressure in the workplace are directly and positively related to job stress experiences at the individual level. Contrary to our expectations we did not find a significant interaction effect of work performance norms, nor did we find main or interactional cross-level effects of organizational efficacy on stress.     

A field examination of two measures of work motivation as predictors of leaders' influence tactics

The authors tested 2 motivation measures, the Motivation Sources Inventory (MSI; J. E. Barbuto & R. W. Scholl, 1998) and the Job Choice Decision-Making Exercise (A. M. Harrell & M. J. Stahl, 1981) as predictors of leaders' influence tactics. The authors sampled 219 leader-member dyads from a variety of organizations and communities throughout the central United States. Results strongly favored the MSI as a predictor of influence tactics. Limitations of the study include low power of relationships, sample size as limited by the research design, and education levels of participants. Future researchers should use larger and more diverse samples and test other relevant antecedents of leaders' behaviors.     

The Effect of Contextual Factors on Individuals' Job Performance

The intent of this study is to apply a cross-level design to examine the influence of contextual factors upon individuals' performance. The results support the hypothesis that peer group characteristics predict individual performance beyond individual characteristics. The implications for using a cross-level approach to study the effects of contextual variables on individual-level phenomena are discussed.     

多水平导师指导行为对员工结果的影响机制

作为一种促进员工社会化和职业发展的工具, 导师制已在各类企业中得到了广泛应用。然而, 近些年员工工作需求以及组织工作方式的变化分别对导师指导行为的作用结果和指导内容产生了冲击。一方面, 传统导师指导行为作用的研究大多限于员工职业结果; 另一方面, 传统导师制的研究仍停留在一对一的指导, 忽略了针对徒弟群体的指导。为此, 将在现实观察和理论回顾的基础上, 首先提出多水平导师指导行为的概念, 包括为徒弟群提供“一致性”指导的“群体水平指导行为”与为单个徒弟提供“差异化”指导的“个体水平指导行为”; 然后, 检验自我效能与群体认同在多水平导师指导行为对徒弟个体和徒弟群体的工作绩效与非职业结果影响的中介机制, 以及不同水平导师指导行为对徒弟(群)结果的跨层交互效应。以期填补过去导师制在作用结果(仅仅关注职业结果)和指导内容(忽略群体水平)研究上的不足, 并为企业有效实施导师制提供启示与帮助。     

Narcissism and Achievement Motivation as Related to Three Facets of the Sales Role: Attraction, Satisfaction and Performance

Relationships were posited between two personality constructs—narcissism and achievement motivation—and three facets of the sales role: attraction, satisfaction and performance. As predicted, currently and previously employed salespeople were more narcissistic and had stronger needs for achievement than individuals who were never employed in sales. Narcissism was positively associated with overall sales satisfaction and with level of comfort with ethically questionable sales behaviors; narcissism was unrelated to sales performance. In contrast, need for achievement was unrelated to sales satisfaction, negatively related to comfort with ethically questionable sales behaviors, but positively related to sales performance. Practical implications of these findings for sales recruiters and trainers are discussed.     

Prior Performance and Goal Progress as Moderators of the Relationship Between Self-Efficacy and Performance

Over the last several years, the conventional view of self-efficacy as a positive influence on performance has been called into question. Researchers have identified a negative relationship between self-efficacy and performance when examined via within-person analyses, even in the presence of large positive between-person relationships. The current study proposes that the within-person relationship between self-efficacy and subsequent performance is moderated by one's degree of prior success or failure. Using a multitrial task, support was found for the proposed model. Following poor or substandard performances, self-efficacy was positively related to subsequent performance. However, following more successful prior performances, self-efficacy was negatively related to subsequent performance. Implications of these findings for theory and research on work motivation are discussed.     

Behavioral acculturation and enculturation and psychological functioning among Asian American college students

The purpose of this study was to examine Asian American college students' behavioral acculturation to U.S. cultural norms and behavioral enculturation to Asian cultural norms and their relationships to ratings on measures of cognitive flexibility, general self-efficacy, collective self-esteem, acculturative stress, and attitudes toward seeking professional psychological help. As hypothesized, the results indicated that both acculturation and enculturation were positively related to the membership dimension of collective self-esteem. Although not hypothesized, the results indicated that acculturation was positively related to cognitive flexibility, general self-efficacy, and the public dimension of collective self-esteem. In addition, enculturation was positively related to the private dimension and the importance of identity dimension of collective self-esteem.     

Competence in early adult romantic relationships: a developmental perspective on family influences

The present prospective, longitudinal study of 193 young adults (85 men, 108 women, M = 20.7 years old) and their partners in ongoing romantic relationships in 1997 was initiated in 1989, when the 193 target youths were in the 7th grade. On the basis of the model for the development of early adult romantic relationships (DEARR; C. Bryant & R. D. Conger, in press), the authors hypothesized that interactional processes in the family of origin would predict interpersonal skills by the target youths, which would be positively related to the early adult couple's relationship quality. Observational ratings showed that nurturant-involved parenting in the family of origin predicted behaviors by the target youth to a romantic partner that were warm, supportive, and low in hostility. These competent behaviors of the target youth were positively associated with relationship quality for the early adult couple and also mediated or explained the connection between parenting and relationship quality.     

目标定向与适应:社会自我效能感的中介作用

通过对176名大学新生3个月的纵向研究,采用探索性因素分析、信度分析和回归分析等方法对目标定向与适应的关系以及社会自我效能感在其中的中介作用进行了深入研究。结果表明,(1)学习目标定向能够有效地预测个体的学业适应、社会适应和心理适应;而成绩目标定向对三类适应都无显著性影响;(2)社会自我效能感在学习目标定向与社会适应、心理适应之间具有完全中介效应,而对学习目标定向与学业适应之间没有中介作用;(3)社会自我效能感对学业适应无显著性影响。     

Initial validation of a measure of self-efficacy in romantic relationships

This study examines the psychometric properties of a self-report measure of self-efficacy in romantic relationships (SERR). Analyses (with 775 undergraduates) indicated a coherent factor structure representing broad beliefs about task demands in romantic relationships and abilities to meet such demands. SERR scores predict relationship anxiety and expectations of relationship success when demographic characteristics, current romantic relationship status, general self-efficacy, and social self-efficacy are considered. The SERR assesses broad feelings of relationship self-efficacy, independent of specific relationships or partners, important for understanding individual-level relationship expectations, behaviors, and interventions.