A gender perspective on salesperson organizational citizenship behaviour, sales manager control strategy and sales unit effectiveness

A gender perspective on salesperson organizational citizenship behaviour, sales manager control... Organizational citizenship behaviour (OCB) is discretionary employee behaviour that promotes organizational effectiveness, and has become recognized as an issue of potentially substantial importance in the management of sales operations. Identifies sales management control strategy as an important antecedent to salesperson OCB, which has been neglected in prior OCB research. Uncovers an important gender dimension in the display of OCB by salespeople, not previously investigated, and identifies an important relationship between sales manager gender and the OCB displayed by a sales unit or team, which is associated with the effectiveness of the sales unit. The findings have a number of important implications for managers concerned with enhancing sales organization effectiveness, as well as identifying a number of promising research directions. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Women In Management Review Emerald Publishing

A gender perspective on salesperson organizational citizenship behaviour, sales manager control strategy and sales unit effectiveness

Loading next page...
 
/lp/emerald-publishing/a-gender-perspective-on-salesperson-organizational-citizenship-2KZ1KSWZlm
Publisher
Emerald Publishing
Copyright
Copyright © 2002 MCB UP Ltd. All rights reserved.
ISSN
0964-9425
DOI
10.1108/09649420210451814
Publisher site
See Article on Publisher Site

Abstract

Organizational citizenship behaviour (OCB) is discretionary employee behaviour that promotes organizational effectiveness, and has become recognized as an issue of potentially substantial importance in the management of sales operations. Identifies sales management control strategy as an important antecedent to salesperson OCB, which has been neglected in prior OCB research. Uncovers an important gender dimension in the display of OCB by salespeople, not previously investigated, and identifies an important relationship between sales manager gender and the OCB displayed by a sales unit or team, which is associated with the effectiveness of the sales unit. The findings have a number of important implications for managers concerned with enhancing sales organization effectiveness, as well as identifying a number of promising research directions.

Journal

Women In Management ReviewEmerald Publishing

Published: Dec 1, 2002

Keywords: Gender; Management; Employees; Sales management

References

  • Women in management
    Crampton, S.M.; Mishra, J.M.
  • Gender differences in leadership style, job stress and mental health in males‐ and female‐dominated industries
    Gardiner, M.; Tiggeman, M.
  • Do citizenship behaviors matter more for managers than salespeople
    MacKensie, S.B.; Podsakoff, P.; Praine, J.B.
  • Examining gender differences in field sales organizations
    Moncrief, W.C.; Babakus, E.; Cravens, D.W.; Johnson, M.W.
  • Personal selling and sales management: a relationship marketing perspective
    Weitz, B.A.; Bradford, K.D.

You’re reading a free preview. Subscribe to read the entire article.


DeepDyve is your
personal research library

It’s your single place to instantly
discover and read the research
that matters to you.

Enjoy affordable access to
over 18 million articles from more than
15,000 peer-reviewed journals.

All for just $49/month

Explore the DeepDyve Library

Search

Query the DeepDyve database, plus search all of PubMed and Google Scholar seamlessly

Organize

Save any article or search result from DeepDyve, PubMed, and Google Scholar... all in one place.

Access

Get unlimited, online access to over 18 million full-text articles from more than 15,000 scientific journals.

Your journals are on DeepDyve

Read from thousands of the leading scholarly journals from SpringerNature, Wiley-Blackwell, Oxford University Press and more.

All the latest content is available, no embargo periods.

See the journals in your area

DeepDyve

Freelancer

DeepDyve

Pro

Price

FREE

$49/month
$360/year

Save searches from
Google Scholar,
PubMed

Create folders to
organize your research

Export folders, citations

Read DeepDyve articles

Abstract access only

Unlimited access to over
18 million full-text articles

Print

20 pages / month