Performance Trends and Salesperson Evaluations: The Moderating Roles of Evaluation Task,Managerial Risk Propensity,and Firm Strategic Orientation

Understanding managers’ evaluations of salesperson performance is important for both theoretical and pragmatic reasons. We examine several factors that moderate the influence of performance trends on salesperson evaluations provided by practicing sales managers. Preliminary data from a pilot study indicate that performance trends exert a stronger influence on salesperson evaluations that are prospective (e.g., making a hiring decision) rather than retrospective (e.g., providing an annual evaluation). Study 1’s findings reveal an additional contingency by demonstrating that these trend effects were particularly pronounced for risk-taking sales managers providing prospective evaluations. Finally, evidence from Study 2 documents the moderating influence of firm strategic orientation by showing that trend effects were most prominent for managers making forward-looking evaluations under the aegis of a prospector-based strategic orientation. The latter two studies also offer mediational evidence indicating that trends influence performance evaluations by affecting inferences about a salesperson’s future productivity.     

Supervisory Orientations and Salesperson Work Outcomes: The Moderating Effect of Salesperson Location

Although a growing number of companies have salespeople stationed at a site other than their supervisors' (i.e., are remotely located), relatively little attention has been paid in the literature to the differences between managing co-and remote located salespeople. Accordingly, we test the moderating effect of salesperson location on the relationships between three supervisory orientations—output, activity, and capability—and salesperson satisfaction with supervisor and performance.

The results show that salesperson location moderates the relationship between supervisory activity orientation and satisfaction such that activity orientation has a positive effect on the satisfaction of remote located salespeople, but a negative effect on the satisfaction of co-located salespeople. We find that end-results orientation is positively related to the satisfaction of co-located salespeople but not of remote located salespeople. Finally, supervisory capability orientation is positively linked to the performance of co-located salespeople but not of remote located salespeople. The results provide guidance for sales managers about how to structure their interactions with remote and proximally close salespeople.     

害羞与进谏行为的关系:管理开放性与心理授权的调节作用

包括进谏行为在内的角色外行为研究近来广受关注。基于特质激活理论,本研究探索了害羞特质与进谏行为之间的关系,及管理开放性和心理授权对它们的调节作用。以华东地区369名企业员工为样本,采用配对成组的问卷研究,结果表明:管理开放性和心理授权均对害羞与进谏行为之间的关系存在调节效应,即当处于高管理开放性和高心理授权水平时,害羞特质与进谏行为之间的消极关系减弱,而当处于低管理开放性和低心理授权水平时,害羞特质与进谏行为之间的消极关系增强。     

The Influence of Participation, Gender and Organizational Sense of Community on Psychological Empowerment: The Moderating Effects of Income

This study explored the influence of participation, gender and organizational sense of community (SOC) on both the intrapersonal and interactional components of psychological empowerment (PE). Participants were residents (n = 562) involved in community organizing efforts in five U.S. communities. Measures of participation and SOC were tailored to community organization contexts. SOC assessed three dimensions: (1) connection of members to the organization; (2) perceptions about the organization as a bridge to other groups and organizations in the broader community; and (3) bond or attachment to the community at large. Income (low, middle and high-income) was tested as a moderator of these relationships. Results showed significant moderating effects of income on the relationship between participation, gender and SOC on both components of PE. Participation was positively related with intrapersonal empowerment across income levels, but positively related with interactional empowerment only for low-income individuals. Gender was only associated with intrapersonal empowerment, and only for low-income individuals. SOC, as expressed through bridging to the broader community, was positively related with interactional PE for all income levels, but with intrapersonal PE for only low and middle-income individuals. In contrast, member connection to the organization was not related to interactional empowerment and significantly related to intrapersonal empowerment only for individuals with higher income. The importance of participation, gender and SOC for different types of empowerment and the impact of income on the SOC-empowerment relationship are discussed.     

The Stigmatizing Effects of Affirmative Action: An Examination of Moderating Variables

Two studies examined (a) the pervasiveness of stigmas of incompetence, (b) the possible moderating effects of qualifications and type of affirmative-action plan, and (c) the influence of an individual's attitudes toward affirmative action on stigmatization of a beneficiary. Results for Study 1 showed that participants evaluated the affirmative-action hiree as less competent and unlikely to have been hired because of qualifications, regardless of the hiree's actual qualifications. Study 2 demonstrated that, while affirmative-action plan had no effect on participants' evaluations, association with affirmative action produced negative evaluations on competence, career progress, and hiring because of qualifications. Attitudes toward affirmative action had a stronger effect on evaluations of the hiree than the qualifications of the hiree. Implications for alleviating stigmatization are discussed.     

Trust and the Healing Encounter: An Examination of an Unorthodox Healing Performance

Just why a patient should trust a particular healer isa question that has not been adequately explored inthe literature on healing. This ethnographiccase-report examines the healing performance of achiropractor and proposes that it contains fourintrinsic claims to trustworthiness: he claims to bea qualified and sincere healer who is inpossession of knowledge and techniques that derivetheir power from their truth content and whichempower him to make beneficial changes in thepatient. Taking each claim in turn I described thenature of the claim, how it might be adequatelyvalidated, ways in which his healing performance mightvalidate it and how he might be assisted by thepatient, and how their actual validation may bedistorted by the healer and patient. It is suggestedthat while unusual in many regards, this unorthodoxhealing performance may be a foil by which toexamine other more orthodox healing performances.     

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.     

Practitioners' Value-Orientation: Examination of Core Values and Influence of Theoretical Orientation

Examining Kluckhohn's Value-Orientation Model applied to counseling practitioners, the author hypothesized that practitioners would (a) endorse alternatives within value-orientations according to their counseling orientation, and (b) as a group, endorse certain alternatives within value-orientations over others. One hundred and nineteen practitioners who identified themselves as either cognitive-behavioral, psychoanalytic, humanistic, or family-systems oriented completed the Intercultural Values Inventory (Carter & Helms, 1990). Repeated measures analyses of variance failed to find between-group differences examining theoretical orientation, but found that practitioners, as a group, endorsed certain alternatives within value-orientations over others, and these reflected humanistic values. The lack of differences between counseling orientations, the idea of a practitioner culture, limitations, and future research are discussed.     

Trust and Influence in Combat: An Interdependence Model

Two studies tested an interdependence model of trust development and the links between trust and influence in the in extremis environment of combat, and a non-combat replication. Structural equation modeling was used to test the model. Results from both studies suggested that a modified interdependence model provided a plausible explanation for how leaders may earn subordinate trust, through fostering the establishment of cooperative interdependence and being perceived as credible. Credibility was demonstrated through both competence and good character, and organizational structures that were in place contributed to trust by encouraging leaders to behave cooperatively toward group members. Most importantly, the level of trust subordinates had in their leaders determined the amount of leader influence subordinates accepted.     

An Empirical Assessment of Salesperson Motivation,Commitment, and Job Outcomes

This study contributes to the efforts to integrate work commitment constructs into the long-dominant expectancy theory framework of salesforce motivation and performance. Responses were gathered from 231 industrial salespeople in order to: 1) provide evidence concerning discriminant and convergent validity of two measures of work commitment and 2) distinguish expectancy and commitment constructs; and investigate the relationships between motivation, commitment, and two important outcomes—effort and performance. The results of the study indicate that conceptual and empirical differences do exist between commitment variables and expectancy-based motivation variables. Job commitment and extrinsic motivation are found to be related to salesperson effort, which in turn is related to salesperson performance.     

叠音人名的婴儿图式效应及其对人际信任的影响

叠音人名是一种特有的人名形式,但鲜有研究考察其心理特征。本研究通过4个实验探讨叠音人名的婴儿图式效应及其对人际信任的作用机制。实验1采用特质推断指标,结果发现个体认为叠音人名的主人更像婴儿。实验2采用反应类别指标,结果表明叠音人名产生了更强烈的积极情绪。实验3表明叠音人名不影响人际信任。实验4表明在获得正性反馈后,个体不会增加对叠音人名个体的人际信任;在获得负性反馈后,个体则会减少对叠音人名个体的人际信任。上述结果表明,叠音人名可以引发婴儿图式效应,叠音人名与结果反馈类型共同影响人际信任。     

感知价值、满意度与继续使用意向—基于3G用户的实证研究

本文考察感知价值、满意度对继续使用意向的作用机理。基于相关理论与实证研究,我们首先提出3G用户继续使用意向概念模型与研究假设,然后通过实证研究对假设进行检验。研究结果表明感知价值和满意度决定继续使用意向。满意度是继续使用意向最强的预测因子。感知有用性和感知使用成本既直接作用于继续使用意向,也通过满意度间接作用于继续使用意向。感知易用性和感知形象提升直接作用于继续使用意向,而不需要通过满意度的中介作用。     

Cognitive Fatigue During Testing: An Examination of Trait,Time-on-Task,and Strategy Influences

Two-wave data from a large sample of employees (N = 1,155) 25–65 years of age were used to evaluate rank-order and mean level stability and change in supervisor-rated job performance obtained twice (4 years apart). Results showed moderated levels of rank-order stability across the career span. However, although rank order stability increased during the first phases of one’s career, peaking at age 55, it then demonstrated a decline from age 55 to age 65. Patterns of mean-level change showed that job performance was generally higher for younger workers than for older workers. All in all, our results support the value of investigating different definitions of job performance change and offers insights for planning/programming and implementing interventions aimed to improve (or maintain) job performance.     

Consumer Trust and Advice Acceptance: The Moderating Roles of Benevolence,Expertise, and Negative Emotions

I explored advice acceptance for high‐stakes decisions (i.e., those with subjectively important and risky outcomes), focusing on the relative influence of two components of consumer trust—benevolence and expertise—as well as perceived emotional decision difficulty. Participants solicited advice from experts when their decisions were low in perceived emotional difficulty but favored the advice of predominantly benevolent providers when making highly emotionally difficult decisions. Although consumers who faced emotionally difficult decisions were willing to trade off expertise for benevolence, they did not perceive this non‐normative trade‐off to influence decision quality. Instead, the results support a “stress buffering” effect whereby consumers were more confident in the accuracy of predominantly benevolent providers’ advice.     

The Influence of Openness to Experience on Perceived Employee Creativity: The Moderating Roles of Individual Trust

In this paper, we explain the influence of co‐worker trust on the effect of employees' openness to experience on their perceptions of their own creativity. We surveyed 199 working professionals in Ireland and found that openness to experience was positively associated with both employees' perceptions of their radical creativity and incremental creativity. In addition, the relationship between openness to experience and incremental creativity was negatively moderated by cognition‐based trust in his or her co‐worker. In conclusion, we discuss the theoretical and managerial implications of our findings and highlight directions for future research.     

Salesperson Listening in the Extended Sales Relationship: An Exploration of Cognitive,Affective, and Temporal Dimensions

This paper reports the findings of an exploratory study of salesperson listening in the context of an extended sales relationship. In-depth interviews with both buyers and sellers suggest that listening has both cognitive and affective characteristics. Moreover, the data indicate a temporal dimension of listening, not addressed in current models of listening in the sales literature. Further, there appears to be a link between the salesperson’s listening and the impressions of affective and cognitive empathy created and maintained over the course of sales interactions with customers. The impressions of affective and cognitive empathy created may affect the development of buyer–seller relationships.     

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.     

Product Innovativeness,Customer Newness,and New Product Performance: A Time-Lagged Examination of the Impact of Salesperson Selling Intentions on New Product Performance

In this time-lagged study, we illuminate the role of the sales force in new product introductions by examining the impact of salespeople’s selling intentions on new product performance. Survey responses from 439 salespeople selling one product and 362 salespeople selling a second product suggest that salespeople’s selling intention is a key mediating variable. In particular, product innovativeness has a positive impact and customer newness has a negative impact on new product performance. However, both variables work indirectly through salespeople’s intention to sell new products. We conclude with managerial implications of our fi ndings and directions for future research.     

Organizational Politics and Job Outcomes: The Moderating Effect of Trust and Social Support

We propose a model for examining the moderating effect of trust and social support on the relationship between organizational politics and job outcomes. The model was tested empirically using data collected among 142 academics in one of Israel's major research universities. Findings based on interaction effects support the hypothesis that trust and social support are good moderators of the relationship between perceived organizational politics (POPs) and several job outcomes (i.e., job satisfaction, organizational commitment, stress, burnout). In other words, the potentially negative aftermaths of POPs can be controlled and reduced when trust and social support dominate the intra‐organizational climate. Theoretical and practical implications of the findings, as well as recommendations for future studies, are suggested.