Meta-analyses in sales research |
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Authors: | Jeff S. Johnson Fernando Jaramillo |
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Affiliation: | 1. University of Missouri-Kansas City, Henry W. Bloch School of Management, 5110 Cherry Street, Kansas City, MO 64110, USA;2. Marketing Department, University of Texas at Arlington, Box 19469, 701 S. West Street, Room 234B, Arlington, TX 76019, USA |
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Abstract: | Meta-analytic inquiries enable researchers to synthesize empirical findings obtained over the evolution of a topic area and identify boundary conditions affecting the associations of key variables. Sales researchers can employ meta-analytic techniques to amalgamate empirical work conducted in a given topic area, and several sales researchers have effectively used meta-analyses to advance our understanding of the field. This article provides an exposition of this research design by analyzing its application in sales research. The authors review the meta-analytic studies in sales research and advance key considerations in topical foci, article selection, data coding and evaluation, and analytic approaches. An empirical example is provided to illustrate the power of meta-analysis in substantiating or refuting findings that diverge from accumulated insight in sales research. Results provide support for a positive effort–job satisfaction association in contrast to findings evidencing a negative association between these variables. A second empirical example is used to evaluate the nomological and discriminant validity of two related constructs: job involvement and organizational commitment. Results suggest that these two constructs may be empirically redundant. The authors also provide guidance for the future in regard to new substantive research areas, construct assessment, and additional types of meta-analytic approaches. |
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Keywords: | meta-analysis methodology sales research effort–job satisfaction relationship job involvement–organizational commitment relationship |
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