Reexamining the Influence of Career Stages on Salesperson Motivation: A Cognitive and Affective Perspective

Career stage theory suggests that salespeople vary in their motivation systematically across career stages. However, empirical evidence using valence, expectancy, and instrumentality components of motivation have failed to find consistent support. Drawing on social psychology and recent sales literature, we decompose global intrinsic and extrinsic (I/E) motivation into distinct cognitive and affective dimensions to empirically test a more current conceptualization of salesperson motivation. Empirical results using a cross section of salespeople indicate that salespeople’s I/E motivation differs along the cognitive, but not affective, dimensions across career stages. Specifically, salespeople in the establishment stage were found to have higher levels of challenge seeking than those in the disengagement stage, and compensation seeking was higher among exploration- and establishment-stage salespeople than those in the maintenance stage. The research findings highlight the need to distinguish between cognitive and affective dimensions of I/E motivation in understanding career stage–based expectations of salesperson motivation.     

Leadership style,salesperson's work effort and job performance: the influence of power distance

As multinational organizations increase operations in emerging economies, firms need to understand how cultural values prevailing in a host country can influence leadership practices developed and practiced in Western economies. This study explores the relationships among leadership styles and salespeople's attitudes and behaviours with data from salespeople in India with power distance measured at the individual level. Results suggest that for employees' instrumental leadership is more effective in promoting employee effort and increasing job performance. In addition, the relationship between satisfaction with supervisor and turnover intentions is weaker or insignificant, while the relationship between satisfaction with supervisor and effort is stronger for employees in higher power distance organizations. The study highlights cultural sensitivities that need to be considered in formulating an effective leadership style in emerging market contexts.     

生涯适应力和员工离职意向的关系：职业生涯成功的作用

为了探讨生涯适应力对员工离职意向的作用机制,通过分析193名企业员工的问卷,采用Bootstrap法进行中介和调节分析,并采用Johnson-Neyman 法对职业满意度的调节效应进行量化分析。结果表明：（1）生涯适应力通过感知到的组织内职业竞争力负向作用离职意向,通过感知到的组织外职业竞争力正向作用离职意向;（2）职业满意度（主观生涯适应力）调节生涯适应力对离职意向的直接和间接影响。当职业满意度达到中等及以上水平时,生涯适应力的增大会直接减少离职意向,但间接的通过感知到的组织外职业竞争力增加离职意向。因此,提高员工的生涯适应力和职业满意度只能在一定程度上减少离职意向。     

The role of delight in driving repurchase intentions

A channel differentiator for brick-and-mortar retail stores is the availability of salespeople to assist customers directly in their purchase decision. This research considers two aspects of customer interactions with retail salespeople that lead to perceptions of extraordinary service and enhance repurchase intentions: customer comfort and salesperson expertise. Retail customers desire value-added informational assistance from the salesperson to minimize ambiguity associated with the product and to reduce the risk associated with a purchase decision. A retail salesperson needs to make customers feel comfortable so that the customer will share specific needs during the interaction, and the salesperson can recommend appropriate products and services. Our findings reveal that while both customer comfort and salesperson expertise positively influence satisfaction with the salesperson and customer delight, only customer delight leads to repurchase intentions. While satisfaction is a commonly asserted goal for retailers; the present research suggests that in a transaction-based environment, elevated emotions such as customer delight represent a more powerful predictor of repurchase intentions. This research provides evidence of trainable salesperson behaviors that enhance customer perceptions of extraordinary service and offer firms an opportunity for significant performance gains.     

Evolving team cognition: The impact of team situation models on team effectiveness

The current research examined a moderated mediation model for the relationships among indicators of objective career success (salary and job level), subjective career success (career satisfaction), and turnover intention, as well as the boundary conditions of this process. Based on a survey study among a sample of Chinese managers (N = 324), we found that both salary and job level were negatively related to turnover intention, with these relations fully mediated by career satisfaction. The results further showed that the relation between job level and career satisfaction was weaker among managers who perceived a higher level of organizational career management, but stronger among managers with a higher managerial career anchor. In support of our hypothesized model, the indirect effect of job level on turnover intention through career satisfaction existed only among managers who perceived a lower level of organizational career management or managers with a higher managerial career anchor. These findings carry implications for research on career success and turnover intention.     

Psychosocial resources,support, and career satisfaction among professional women: A South African study

The study examined the role psychosocial resources play in enhancing perceptions of support and career satisfaction among professional women. The participants were a purposive sample of 606 professional women from South Africa (white = 61.8%, black = 19.9%, Indian = 11.1%, and coloured = 6.6%; mean age = 35.41 years, SD = 8.39 years). The participants were in their early adulthood and establishment career stage. The participants were employed in the financial, engineering, and human resource fields. The participants completed measures of emotional intelligence, career adaptability, psychosocial career preoccupations, self-efficacy, perceived organisational support, social support, and career satisfaction. Following canonical correlation analysis, results revealed managing own emotions, career control, self-efficacy, preoccupations with career adaptation, and preoccupations with establishment to positively predict higher levels of organisational support and career satisfaction. Findings underpin the fact that psychosocial resources are assets for the career well-being of professional women from a developing country setting.     

Intergroup predictors of older workers' attitudes towards work and early exit

Using self-determination theory (Deci &; Ryan, 2008) as the guiding theoretical framework, the present study tested a model that incorporates workers' perceptions of organizational support and supervisor autonomy support, global and domain specific (i.e., work) motivation, work satisfaction, and turnover intentions. The hypothesized model was tested using a sample of 735 workers (362 men and 373 women). Results revealed that work motivation was significantly related to both intraindividual (global motivation) and contextual factors (organizational support and supervisor autonomy support). In addition, perceived organizational support and work autonomous motivation were positively related to work satisfaction, whereas turnover intentions were negatively related to perceived organizational support and work autonomous motivation, and positively related to work controlled motivation. The present results underscore the importance of understanding the mechanisms through which higher turnover intentions and lower worker satisfaction take place, eventually leading to appropriate interventions.     

A Person-Environment Fit Approach to Volunteerism: Volunteer Personality Fit and Culture Fit as Predictors of Affective Outcomes

This study employed a person-environment (P-E) fit approach to explaining volunteer satisfaction, affective commitment, and turnover intentions. It was hypothesized that personality fit would explain additional variance in volunteer affective outcomes above and beyond motives to volunteer. This hypothesis was supported. Personality fit but not culture fit was related to satisfaction and affective commitment. Volunteer turnover intentions were predicted by gender and by social and values motives. The implications of the results are discussed with respect to the two literature domains that were combined in this study: the functional approach to volunteerism and P-E fit theory. Functional approaches to volunteerism and paid work should be more strongly linked to each other in future research. Moreover, P-E fit theory should be extended by including conditional determinants that moderate P-E fit effects.     

The Effects of Perceived Supervisor Support,Perceived Organizational Support,and Organizational Justice on Turnover among Salespeople

This study examined effects of three dimensions of organizational justice on salesperson perceived organizational support (POS), perceived supervisor support (PSS), performance, and actual salesperson turnover in a business-to-business setting using a sample of 384 salespeople. Results indicated that PSS is an indirect predictor of turnover intentions through POS and performance. Organizational commitment mediated the relationship between POS and turnover intentions. Procedural justice had a direct, positive influence on performance. Distributive justice, procedural justice, and interactional justice were indirect predictors of turnover through other variables. The salesperson’s performance was related directly to both turnover intentions and turnover.     

A comparison of individuals with unanswered callings to those with no calling at all

The purpose of this research was to compare the life-, job-, and health-related experiences of those who perceive an unanswered occupational calling to those who (1) are living a calling and (2) perceive no calling at all. Surveys containing measures of callings, work engagement, job involvement, career commitment, life and job satisfaction, turnover intentions, physical health and emotional well-being were administered to 378 American academics. As expected, academics with an answered occupational calling tended to report better job attitudes and domain-specific satisfaction and less withdrawal intentions than those who reported an unanswered occupational calling or no calling at all. Furthermore, those who did not have a calling to a particular vocation reported better life-, job-, and health-related outcomes than those experiencing an unanswered calling. Surprisingly, only those academics experiencing an unmet calling reported significantly poorer physical and psychological health as compared to the other two calling groups. These results are consistent with the self-determination theory, which predicts that those who are able to satisfy their basic psychological needs reap benefits in terms of psychological growth, optimal functioning, and wellbeing. The study contributes to the literature on callings by showing that having a calling is a benefit only if it is met, but can be a detriment when it is not as compared to having no calling at all.     

Perceived organizational career management and career adaptability as predictors of success and turnover intention among Chinese employees

Based on the theories of career construction and of social exchange, the current research examined the joint and interactive effects of perceived organizational career management and career adaptability on indicators of career success (i.e., salary and career satisfaction) and work attitudes (i.e., turnover intention) among 654 Chinese employees. The results showed that career adaptability played a unique role in predicting salary after controlling for the effects of demographic variables and perceived organizational career management. It was also found that both perceived organizational career management and career adaptability correlated negatively with turnover intention, with these relationships mediated by career satisfaction. The results further showed that career adaptability moderated the relationship between perceived organizational career management and career satisfaction such that this positive relationship was stronger among employees with a higher level of career adaptability. In support of the hypothesized moderated mediation model, for employees with a higher level of career adaptability, the indirect effect of perceived career management on turnover intention through career satisfaction was stronger. These findings carry implications for research on career success and turnover intention.     

Career Stages in Australian Professional Women: A Test of Super's Model

This study empirically tested Super's career stage theory by examining whether differences in Australian professional women's attitudes toward work vary across the career life cycle. A number of career stage research criticisms relating to sample type, recycling issues, and career stage measurement were addressed. Hypotheses were tested via trend analyses providing support for the theoretical propositions in Super's career stage model. Results show that satisfaction with pay and job involvement were lowest in the exploration stage, women in the establishment stage were significantly more satisfied with pay and less willing to relocate for promotion compared to women in the exploration stage, while women in the maintenance stage were more committed to their profession and more involved in their careers than women in establishment and exploration stages. The research findings suggest that Super's career stage model is a useful framework for understanding women's career development.     

Personal Selling and Sales Management Abstracts

This study builds on previous research to investigate the effects of ethical climate on salesperson’s role stress, job attitudes, turnover intention, and job performance. Responses from 138 salespeople who work for a large retailer selling high-end consumer durables at 68 stores in 16 states were used to examine the process through which ethical climate affects organizational variables. This is the first study offering empirical evidence that both job stress and job attitudes are the mechanisms through which a high ethical climate leads to lower turnover intention and higher job performance. Results indicate that ethical climate results in lower role conflict and role ambiguity and higher satisfaction, which, in turn, leads to lower turnover intention and organizational commitment. Also, findings indicate that organizational commitment is a significant predictor of job performance.     

Do Social Stressors Impact Everyone Equally? An Examination of the Moderating Impact of Core Self-evaluations

Purpose  The purpose of this study was to investigate the relationships between social stressors and the outcomes of job satisfaction, altruism, and turnover intentions. Additionally, this study examined the moderating impact of individuals’ core self-evaluations on these relationships. Design/methodology/approach   Data were obtained from a branch of the state government in the southeast. Responses were received from 144 employees. Supervisors provided responses as well, and the matched dyads where both supervisor and subordinate responses were received numbered 133. Findings  We found that social stressors were negatively related to job satisfaction and altruism and positively related to turnover intentions. Results also indicated that higher core self-evaluations buffered the negative influence of social stressors on job satisfaction and turnover intention, but not altruism. Implications  Our results reinforce the notion that social stressors exhibit significant negative associations with desired job consequences. Another managerial implication relates to managers when filling vacant positions. When completing this task, managers need to honestly and accurately assess the social stressors present in their organization. When social stressors are high, managers should seek to hire individuals who possess higher core self-evaluations. Originality/value  This study employed a different theoretical perspective, conservation of resources theory, and extended the nomological network related to social stressors. Additionally, this study showed the important moderating impact that core self-evaluations can have on other relationships, whereas the large majority of previous studies have examined core self-evaluations as a main effect predictor of important organizational outcomes. Received and Reviewed by former editor, George Neuman.     

An exploratory study on the career anchors of educators in Singapore.

In this exploratory study, the authors adopted an empirical approach to determine the various primary career anchors possessed by Singapore educators, the impact of the degree of congruency between teaching and the career anchors on intrinsic and extrinsic satisfaction, and turnover intentions. A number of hypotheses were supported and provided the 1st step in understanding this group of important individuals who nuture the future generation of human capital for the workplace.     

Job satisfaction of Japanese career women and its influence on turnover intention

To understand the relationship between current Japanese career women's job satisfaction and turnover, we analyzed 177 currently full-time employed individuals from our survey data. Participants ranged in age from 23 to 60, and were graduates of two four-year women's universities. We divided the participants into two groups based on whether or not they had changed jobs. As a result of factor analysis, we summarized job satisfaction into five factors: job interest, expectations of women, volume of work, health and welfare benefits, and career development. The scores of the 'health and welfare benefits' factor differed significantly between the two groups. A hierarchical logistic regression analysis found that low satisfaction with 'health and welfare benefits' tended to affect turnover intention. In addition, satisfaction with 'job interest' and 'volume of the job' tended to influence turnover intention, and at the same time these effects depended on the past turnover experience. From these study results, we suggest that current Japanese career women's turnover is mainly affected by the responsibilities of women in the face of the work–family conflict.     

Increasing Job Performance and Decreasing Salesperson Propensity to Leave: An Examination of an Asian Sales Force

Given the rapid expansion of the geographic territory that today’s firms compete in, firms without a strong understanding of the markets/countries where they conduct business will experience higher levels of employee turnover and lower levels of employee performance. When high levels of employee turnover and low levels of employee performance exist, firm profitability will be reduced and the potential for failure within the given markets will increase. Considering the level of firm interest in conducting business in Asian markets, we examine methods to reduce employee propensity to leave and increase job performance using a sample of 213 Korean salespeople. Results from the study indicate that (1) only organizational commitment was found to directly increase performance and decrease propensity to leave, (2) perceived organizational support was found to increase performance, and (3) emotional exhaustion was found to directly increase employee propensity to leave. Given the findings of this study, firms are provided with insights into managing turnover and increasing performance, which can aid firms in being potentially more successful within the Asian marketplace.     

Exploring the path through which career adaptability increases job satisfaction and lowers job stress: The role of affect

The construct of career adaptability, or the ability to successfully manage one's career development and challenges, predicts several important outcomes; however, little is known about the mechanisms contributing to its positive effects. The present study investigated the impact of career adaptability on job satisfaction and work stress, as mediated by individuals' affective states. Using a representative sample of 1671 individuals employed in Switzerland we hypothesized that, over time, career adaptability amplifies job satisfaction and attenuates work stress, through higher positive affect and lower negative affect, respectively. The data resulted from the first three waves of a longitudinal project on professional paths conducted in Switzerland. For each wave, participants completed a survey. Results of the 3-wave cross-lagged longitudinal model show that employees with higher career adaptability at Time 1 indeed experienced at Time 3 higher job satisfaction and lower work stress than those with lower career adaptability. The effect of career adaptability on job satisfaction and work stress was accounted for by negative affect: Individuals higher on career adaptability experienced less negative affect, which led to lower levels of stress and higher levels of job satisfaction, beyond previous levels of job satisfaction and work stress. Overall results support the conception of career adaptability as a self-regulatory resource that may promote a virtuous cycle in which individuals' evaluations of their resources to cope with the environment (i.e., career adaptability) shape their affective states, which in turn influence the evaluations of their job.     

Secondary school curriculum and career behavior in young adults

As part of a larger longitudinal study of the effects of secondary school characteristics on career behavior in young adulthood, this paper presents findings obtained from 1007 males and females who graduated from high school in academic or vocational curricula 6 or 8 years ago. Criterion behavior included the completion of career development tasks in the exploration and establishment life stages as measured by the Adult Form of the Career Development Inventory, certainty about immediate occupational plans, and satisfaction with occupational goals and progress toward meeting them. Significant differences were found in the pattern of career development by curriculum but not by sex, in certainty by curriculum and sex, and in satisfaction by neither curriculum nor sex. The implications for a stage theory of career development are discussed.     

Career adaptability: A meta-analysis of relationships with measures of adaptivity,adapting responses,and adaptation results

Career adaptability, a psychosocial resource for managing career-related tasks, transitions, and traumas, is a central construct in career construction theory and the field of vocational psychology. Based on the career construction model of adaptation, we conducted a meta-analysis to examine relationships of career adaptability with measures of adaptivity, adapting responses, adaptation results, and demographic covariates. Results based on a total of 90 studies show that career adaptability is significantly associated with measures of adaptivity (i.e., cognitive ability, big five traits, self-esteem, core self-evaluations, proactive personality, future orientation, hope, and optimism), adapting responses (i.e., career planning, career exploration, occupational self-efficacy, and career decision-making self-efficacy), adaptation results (i.e., career identity, calling, career/job/school satisfaction, affective organizational commitment, job stress, employability, promotability, turnover intentions, income, engagement, self-reported work performance, entrepreneurial outcomes, life satisfaction, and positive and negative affect), as well as certain demographic characteristics (i.e., age, education). Multiple regression analyses based on meta-analytic correlations demonstrated the incremental predictive validity of career adaptability, above and beyond other individual difference characteristics, for a variety of career, work, and subjective well-being outcomes. Overall, the findings from this meta-analysis support the career construction model of adaptation.