TY - CHAP
T1 - Effects of Job Embeddedness on Salesperson Customer Orientation
T2 - Ideas in Marketing: Finding the New and Polishing the Old
AU - Yim, Frederick
AU - Fock, Henry
N1 - Publisher Copyright:
© 2015, Academy of Marketing Science.
PY - 2014/10/25
Y1 - 2014/10/25
N2 - In today’s age of relational selling, customer orientation (CO) takes on augmented importance for salespeople who strive to perform better and nurture long-term customer relationships. While previous research has revealed many interesting antecedent variables to salesperson CO, relatively less is known about the influence of personal variables on the salesperson CO. In this study, we endeavor to examine an important, yet under-researched, personal-level variable, job embeddedness, and understand its effects on the salespeople’s CO. Data were collected from business-to-business salespeople, and a moderated mediation analysis revealed that job embeddedness and collectivism interacted to affect organization-based self-esteem, which in turn was related to CO. Results were discussed.
AB - In today’s age of relational selling, customer orientation (CO) takes on augmented importance for salespeople who strive to perform better and nurture long-term customer relationships. While previous research has revealed many interesting antecedent variables to salesperson CO, relatively less is known about the influence of personal variables on the salesperson CO. In this study, we endeavor to examine an important, yet under-researched, personal-level variable, job embeddedness, and understand its effects on the salespeople’s CO. Data were collected from business-to-business salespeople, and a moderated mediation analysis revealed that job embeddedness and collectivism interacted to affect organization-based self-esteem, which in turn was related to CO. Results were discussed.
UR - http://www.scopus.com/inward/record.url?scp=85085231340&partnerID=8YFLogxK
U2 - 10.1007/978-3-319-10951-0_7
DO - 10.1007/978-3-319-10951-0_7
M3 - Chapter
AN - SCOPUS:85085231340
SN - 9783319109503
SN - 9783319364711
T3 - Developments in Marketing Science: Proceedings of the Academy of Marketing Science (DMSPAMS)
SP - 13
BT - Ideas in Marketing: Finding the New and Polishing the Old
A2 - Kubacki, Krzysztof
PB - Springer Cham
Y2 - 15 May 2013 through 18 May 2013
ER -