Detail An examination of the effects of leadership empowerment behaviors and organizational citizenship behaviors on sales team performance Bibliografi Author: MacKenzie, Scott B. (Advisor); Ahearne, Michael J. Topik: BUSINESS ADMINISTRATION; MARKETING|BUSINESS ADMINISTRATION; MANAGEMENT Bahasa: (EN )    ISBN: 0-599-70691-0     Penerbit: Indiana University     Tahun Terbit: 2000     Jenis: Theses - Dissertation Fulltext: 9966066.pdf (0.0B; 25 download) Abstract As products and services become more technologically complex, and customers require increased levels of technical support, companies are restructuring their sales forces to better adapt to customer demands. The traditional sales model of the individual sales representative performing all sales tasks is being replaced with groups of salespeople composed of both traditional salespeople and technical experts. Despite the increasing evidence that sales teams are being used to market products to customers, empirical research examining the factors that lead to sales team performance has yet to be conducted. This dissertation examines leadership empowerment (LEB)—behavior(s) enhancing feelings of self-efficacy among subordinates through the identification of conditions that foster powerlessness and through their removal by both formal organizational practices and informal techniques of providing efficacy information and organizational citizenship (OCB)—behavior(s) of a discretionary nature that are not part of the employee's formal role requirements, but nevertheless are thought to promote the effective functioning of the group, two categories of behaviors theorized to affect group performance but never studied in a sales team context. More specifically, leadership empowerment behaviors and organizational citizenship behaviors were hypothesized to lead to increases in sales team performance. A sample of 1,123 pharmaceutical sales representatives in 306 sales teams was used to examine the impact of these behaviors on objective sales team performance. Results indicate that the effects of leadership empowerment behaviors on sales team performance were mostly mediated by organizational citizenship behaviors. OCB-helping and OCB-civic virtue had a significant effect on sales team performance. However, OCB-sportsmanship had no effect on team performance. In addition, LEB-fostering opportunities for participation in decision making was found to have a significant direct effect on sales performance. LEB-Expressing Confidence in High Performance and Providing Autonomy from Bureaucratic Constraints had the strongest impact on OCB. While, LEB-Facilitating Goal Accomplishment and fostering opportunities for participation in decision making were also found to impact OCB. However, LEB-Creating Meaningfulness of Work was not found to significantly impact OCB. These findings, limitations and directions for future research are discussed. Opini Anda Klik untuk menuliskan opini Anda tentang koleksi ini! Lihat Sejarah Pengadaan  Konversi Metadata   Kembali

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