Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values

To create customer-oriented organizations, managers are often asked to promote a values-based vision. Yet, many managers struggle with transferring their values to employees making strategic value changes difficult. Despite this challenge, research has yet to demonstrate how managers effectively align values within the sales force, or the impact alignment has on job outcomes. Therefore, we develop and empirically test a conceptual framework to examine the role of transformational leadership in aligning salesperson customer orientation (CO) values. We find that transformational leadership is a strong mechanism in creating perceived value congruence, yet may have a surprising dark side. Results suggest that transformational managers achieve congruence by raising or, contrary to conventional wisdom, lowering salesperson CO values to meet the perceived values of the manager. Response surface modelling results support the importance of perceived manager values. Customer-oriented salespeople have higher job satisfaction and sales performance when they perceive their manager to also have high CO. When values are misaligned, job satisfaction increases more for low CO salespeople as perceptions of manager CO increase. Exploratory findings show that performance was higher under situations of perfect alignment but also under severe misalignment suggesting that values generate performance under complementary or supplementary conditions.     

Development of a turnover model that incorporates a matrix measure of valence-instrumentality-expectancy perceptions

A sample of 365 managers of a full service U.S. restaurant chain was used to test a model incorporating a matrix measure of valence-instrumentality-expectancy (VIE) perceptions leading to the outcomes of job performance and turnover. This study used Hollenback's (1979) method of computing motivational force scores deriving from VIE perceptions. The model hypothesized one path from VIE to pay satisfaction, another from VIE to job performance, and a third set of links from job satisfaction to intentions to leave the organization to voluntary turnover. The results supported a revised model including the major hypothesized path from VIE perceptions to pay satisfaction to job satisfaction to intent to leave to voluntary turnover. In addition, the job performance to turnover paths were supported. The most noteworthy paths not receiving support were from VIE perceptions to job performance; however, there was an unhypothesized, indirect effect of VIE perceptions on job performance through pay satisfaction.     

A Research Note on the Incremental Validity of Job Knowledge and Integrity Tests for Predicting Maximal Performance

In a sample of industrial job applicants, relationships among scores on an integrity test, a job knowledge measure, and maximal performance as assessed by a work sample measure were investigated. The observed correlation between the personality-based integrity test and maximal performance was .27, indicating that integrity tests can be predictive of maximal performance. Furthermore, integrity test scores correlated .14 with job knowledge and job knowledge scores had a validity of .36 for maximal performance. Theoretical implications for the maximal/typical performance distinction are discussed.     

Do Impression Management Scales in Personality Inventories Predict Managerial Job Performance Ratings?

Theorists have argued that impression management scales should predict job performance in jobs where interpersonal interactions are important. This research examined the correlation between impression management scale scores and overall job performance as well as its component dimensions for managerial jobs (one type of job requiring considerable interpersonal interaction). First, a meta‐analysis was conducted to determine the relationship between impression management scale scores and overall managerial performance. Results indicated that the correlation was .04 (k = 17, N = 20,069) for managers. Two additional studies were conducted to investigate the relationship between impression management and specific facets or dimensions of managerial performance. In one of these two studies, the relationships between impression management scores and supervisory ratings on 24 performance facets were investigated for 826 managers. Criterion‐related validities ranged from ‐.06 to .07. In the second study, correlations of an impression management scale with ratings on 22 dimensions of performance were examined using a sample of 257 executives. The validities ranged from .01 to .11. There appears to be little evidence that impression management scales predict job performance in at least one job category where interpersonal interactions are important (management). Potential relevance of these results for understanding social desirability in personality measurement for personnel selection is discussed.     

An investigation of age-related factors in the age-job-satisfaction relationship

Most researchers have found a positive linear relation between age and job satisfaction. We attempted to account for this relationship by measuring variables that had been proposed to be causal factors. Subjects were 496 city and county managers working in Florida. Potential explanatory variables were (a) job congruence (the difference between what managers prefer and what they perceive they have in a job), (b) internal-external locus of control, and (c) related demographics-age, salary, organizational tenure, position tenure, and organizational level. Multiple regression analyses found that job congruence and work locus of control accounted for almost all of the variance in the age-satisfaction relationship. This study supports the job change hypothesis, which proposes tha older workers get more of what they want out of work.     

A Person-Centered Approach to P-E Fit Questions Using a Multiple-Trait Model

The current study first longitudinally examines the validity of person-environment (P-E) RIASEC congruence, adopting a job analytic method to assess the environment and using P-E difference scores to compute congruence, to predict a range of intrinsic career outcomes—including job satisfaction, skill development, work involvement, and perceived stress—in a sample of 401 college seniors involved in the labor market. Second, the incremental validity of an alternative conceptualization of the P component (i.e., the Five-Factor Model of personality [FFM]) is examined over and beyond RIASEC congruence scores. Congruence across RIASEC types significantly predicted job satisfaction and skill development, but FFM traits significantly and substantially contributed to the prediction of all intrinsic career outcomes. Finally, a person-centered perspective to P-E questions is introduced, demonstrating that cluster analysis of individuals' FFM scores resulted in two clusters (i.e., internalizers/externalizers and resilients) showing very different positions on the labor market and reporting differing initial career outcomes. It is concluded that RIASEC P-E fit congruence studies should be complemented with FFM assessment to increase predictive validity. Applications of an FFM-based, person-centered approach in I/O and P-E fit research and practice are discussed.     

Job definition discrepancy between supervisors and subordinates: The antecedent role of LMX and outcomes

This study proposed that leader–member exchange (LMX) might encourage an employee to define job breadth close to or beyond the level of his/her supervisor's expectation (enlargement effect), while simultaneously fostering a reduction in supervisor–subordinate definition discrepancy on job content (congruence effect). Using data from 184 subordinate–supervisor dyads in Taiwan, we examined the relationships among LMX, job definition discrepancy, in‐role/extra‐role behaviour, and performance rating. Results showed that LMX was positively related to employee relative job breadth and the supervisor–subordinate congruence on job content, supporting the existence of enlargement effect and congruence effect. Additionally, employee relative job breadth was positively related to extra‐role behaviour and the congruence on job content was positively related to in‐role behaviour. However, neither in‐role nor extra‐role behaviour was related to performance rating. Theoretical and practical implications are discussed.     

Validation and measurement of perceived environmental threat as an antecedent to job insecurity

The Perceived Environmental Threat scale was designed to measure perception of environmental sources of threat to an individual's job. A total of 276 managers responded to a survey to test the psychometric characteristics. Analysis supported the internal reliability and factor structure and anticipated correlations were observed with two measures of job insecurity. The Perceived Environmental Threat scale also demonstrated convergent validity as scores correlated positively with those on Anticipated Organizational Change which, generally, did not correlate significantly with trust, commitment, or role ambiguity, variables with which it was not expected to be related. The evidence was generally supportive of the overall psychometric properties, offering academic researchers and managers a useful means of evaluating perceived environmental threat.     

Accuracy of interviewers and students in identifying the personality characteristics of personnel managers and computer programmers

In this article we discuss the employment interview as a method of studying the personality characteristics of job applicants. It is maintained that personality plays a role in job satisfaction and performance and that people in general, and employment interviewers in particular, know which personality types are typically represented in different jobs. We then describe two studies that indicate a substantial degree of agreement and accuracy in the conceptions held by students and by professional employment interviewers regarding the personality characteristics of personnel managers and computer programmers. The data and our logical analysis lead us to conclude that judgments of job candidates in the employment interview can accurately reflect the degree of congruence (a) between the applicant's personality and that of the typical job incumbent and (b) between applicant characteristics and job characteristics.     

Effects of Trust in Superiors and Influence of Superiors on the Association Between Individual-Job Congruence and Job Performance/Satisfaction

This research examines the moderating influences of trust in superiors and influence of superiors as elements of an organization communication system on the association between individual-job congruence and job performance/satisfaction. Data from 302 employees were used to assess the research design variables of growth need strength, job scope, trust in superiors, influence of superiors, job performance, and job satisfaction. Moderated regression analysis gave weak support to trust and influence as moderators of the association between individual-job congruence and both job performance and satisfaction. The results did, however, provide justification for trust in superiors and influence of superiors as predictors of performance and satisfaction. The data suggest that other factors may account for changes in the research variables.     

A LONGITUDINAL INVESTIGATION OF INTEREST CONGRUENCE AND GENDER CONCENTRATION AS PREDICTORS OF JOB SATISFACTION

Based on a rationale derived from discrepancy theories of job satisfaction, person-environment congruence was examined for its prediction of job satisfaction among college graduates over a 7-year period. Data were from university records and a survey of 253 graduates who were employed full time. Congruence of the students'college majors and their jobs predicted their subsequent job satisfaction regardless of whether this congruence was a perceptual or a more objective measure, while congruence between the interests the participants expressed on an interest inventory (the Strong-Campbell Interest Inventory) during their freshman orientation did not. A three-way interaction of gender, gender concentration of Occupation, and interest congruence predicting job satisfaction was hypothesized. Although a three-way interaction was significant, it was not as predicted. Potential explanations involving the nature of decisions involving college majors and jobs and the stage of career development of participants are discussed.     

THE VALIDITY OF A MEASURE OF JOB COMPATIBILITY IN THE PREDICTION OF JOB PERFORMANCE AND TURNOVER OF MOTION PICTURE THEATER PERSONNEL

The predictive validity of a measure of job compatibility was studied for theater personnel. Scores on a forced-choice instrument, developed from the Job Compatibility Questionnaire (JCQ), predicted employee performance (r = .22, p< .05), turnover (r = -.35, p< .01), and scores on a "value composite" (reflecting a combination of job performance and employee retention criteria) as defined by the research sponsor (P = .41, p< .01). Furthermore, job compatibility scores explained a statistically significant increment in turnover and value composite score variance when analyzed concomitantly with verbal and numerical ability test scores. Finally, job compatibility scores were shown to be nonredundant with hiring decisions based on an application review, reference check, and interview, whereas the cognitive ability test scores shared considerable redundancy with hiring decisions based on the current selection system.     

Effects of Self‐Deceptive Enhancement on Personality–Job Performance Relationships

Theoretical and empirical evidence distinguishes between two types of response distortion: impression management (IM) and self‐deceptive enhancement (SDE), although most research in Industrial/Organizational Psychology has focused on the effects of IM. The present study compared the effects of IM and SDE on job performance and personality validity. Two‐hundred and sixty‐one managers completed Big Five Personality, SDE, and IM measures. The managers' supervisors, peers, and subordinates rated their job performance. In accordance with previous research, accounting for managers' IM scores did not increase prediction of job performance. On the other hand, accounting for SDE did increase prediction. Increased prediction was due to an interaction between Extraversion and SDE, and an increase in the predictive validity of Emotional Stability when SDE was held constant. Results suggested that findings from previous research demonstrating that IM does not affect job performance or personality validity cannot be extended to SDE.     

Personality and Job Performance in Financial Services Managers

This article presents research in which the Five Factor Model of personality was tested as a predictor of job performance. 125 financial services managers who had enrolled in a potential evaluation programme were given the NEO-FFI, a questionnaire designed for measuring the Big Five. Job performance was assessed using nine rating scales and they were grouped into two components: job problem-solving ability and job motivation. Also, one single scale for measuring global job performance was used. The results show that Neuroticism and Conscientiousness correlated with the two components and with the global measure of job performance. Extraversion, Openness and Agreeableness are correlated with one facet or with the global rating of job performance. Taken together, the results suggest that the Five Factor Model is a valid predictor of job performance. The implications of the results for practice and future research are discussed.     

Achieving congruence between employee interests and county jobs: a win‐win proposition

Assisting employees to explore internal job switches rather than leaving an organization is a positive measure aimed at enhancing employee retention and job satisfaction. This article describes how a municipal county government used J. L. Holland's (1992) occupational classification system to help employees achieve congruence between their interests and their job requirements.     

Corporate Culture and Sales Force Management in Japan and America

Abstract

Managers' personal values are a key aspect of corporate culture. Sales representatives' agreement with their managers' values (hereafter “value congruence”) can be expected to influence sales performance, satisfaction, and propensity to quit. These propositions are investigated in two countries. One hundred seventy-five sales representatives and 93 sales managers from a Japanese firm and 146 sales representatives and 21 sales managers from a comparable American firm participated in the study. A questionnaire was distributed to the managers and representatives. Value congruence was found to be weakly related to performance, but strongly related to satisfaction and propensity to quit for both cultural groups. The Japanese group was found to be higher in value congruence and propensity to quit, but lower in satisfaction. Suggested are implications for future research and for managers.     

Leader-Follower Congruence in Need for Achievement and Work Outcomes: The Mediating Role of Leader-Member Exchange

While several studies have investigated the effect of employees’ need for achievement on their work-related outcomes, how leader-follower congruence in need for achievement is related to critical workplace outcomes remains underexplored. Integrating person-environment theory and similarity-attraction theory, this study investigated the influences of leader-follower congruence in need for achievement on followers’ job performance and job well-being through the mediating effect of leader-member exchange (LMX). Using cross-level polynomial regression and response surface analysis to analyze the data from 391 leaders and 1,124 followers, we found that leader-follower congruence in need for achievement had a positive effect on followers’ job performance and job well-being though the mediating role of LMX. The theoretical and managerial implications are further discussed.     

Validation of a personality measure of managerial performance

Recent interest in the characteristics of effective managers raises the notion that personality factors may be part of the effectiveness syndrome. Modern research in personality systematics makes it possible to refine and extend earlier analyses of this topic. A job analysis of three levels of management in a large trucking company identified the personality characteristics of good managers, as described by peers and subordinates. These managers and a large group of incumbents (n=372) completed the Hogan Personality Inventory (HPI). Managers were assigned scores reflecting their status in the organization; they also were rated by their supervisors. A subset of HPI components were significantly associated with the criteria, with correlations ranging from .22 to .66. These components were combined and used in five separate validity studies. The resulting measure was significantly associated with managerial performance in a variety of organizational settings. These results are consistent with the growing body of evidence suggesting that a coherent set of noncognitive characteristics promotes managerial performance across organizational types.     

The relationship between work status congruence and work-related attitudes and behaviors

Research investigating differences in attitudes among full-time and part-time employees has a long history. Unfortunately, the empirical results have been mixed and conflicting. To resolve inconsistencies in prior research, the authors conducted 2 studies. In the 1st study, the authors developed a measure of work status congruence, which measures the degree to which employers match employee preferences for full-time or part-time status, schedule, shift, and number of hours. The authors hypothesized that a match or congruence between worker preferences and organizational staffing practices would be associated with positive employee attitudes and behaviors. In the 2nd study, the authors tested these hypotheses. The results indicate that work status congruence is positively associated with job satisfaction, organizational commitment, employee retention, as well as in-role and extra-role performance.     

An Integrative Analysis of Person–Organization Fit Theories

This study provides an integrative analysis of three approaches to person–organization (P–O) fit theory and measurement: values congruence and personality congruence (supplementary fit measures), and work environment congruence (a needs–supplies fit measure). Commensurate measures of each aspect of fit were collected from 105 employees in six organizations in the western United States. Values congruence and work environment congruence were both related to job satisfaction and organizational commitment, but personality congruence was not. All three fit measures were related to employees' intent to remain with their employer, although this effect was generally mediated by satisfaction and commitment. When multiple fit measures were used in a single analysis, values congruence and work environment congruence had the strongest and most consistent effects on the outcome measures. These results suggest a revised, multidimensional model of P–O fit.