Contextual Factors and the Goal Orientations of Service Employees: The Role of Marketing Controls
Past research has identified several personal characteristics with an influence on goal orientations. However, the contextual variables that influence employees’ goal orientations remain
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06/03/2014
• #Human Resources Management
Knowledge Creation Dynamics In Online Consumer Communities
Online consumer communities contain vast amounts of consumer knowledge, which, activated by individual needs, becomes a collective good at the disposal of the community. Drawing from literature on
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06/03/2014
• #Research and Development
Dysfunctional Sales Force Turnover: The Effect of Occupational Concentration and Pay Dispersion
Organizations try to recruit and retain the high performing salespeople not just because they are the main value generators but also because they may destroy value by dysfunctional turnover and
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06/03/2014
• #Employment Standards
Examining the Conditions under which Salespeople Experience Frustration at Work
Frustration in the sales force has been identified as one of the primary inhibitors of sales performance. Drawing on role theory and social identity theory, the authors examine how dimensions of role
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06/03/2014
• #Human Resources Management
The Beneficial Effect of Resilience on Sales Performance in the Presence of Role Ambiguity
Personal sellers oftentimes experience ambiguity-based role stress, which can diminish sales performance. The process that leads to this adverse effect, however, is not fully understood. We propose a
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06/03/2014
• #Employment Standards
The Personality of Luxury Brands
This paper argues for and develops a new luxury brand personality measure. Drawing on recent criticisms of the applicability of Aaker’s (1997) brand personality scale, an attempt is made to develop
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06/03/2014
• #Corporate Image
Proactive Personality and Resistance to Change. A Study of the Moderating Effects of Corporate Identity Management in the Banking Sector
The main goal in this paper is to analyse the moderating effects of proactive personality and resistance to change in a model of corporate identity management (CIM). The model is applied to the
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06/03/2014
• #Corporate Governance
Discursive Brand Solidarisation - An Action Net Perspective
This article combines literature on consumer brand engagement with Action Net Theory in order to understand the discursive construction of brand solidarisation in the case of a traditional, national
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06/03/2014
• #Corporate Image