Effects of Job Embeddedness on Salesperson Customer Orientation: The Roles of Organization-Based Self-Esteem and Collectivism

Frederick Yim*, Henry Fock

*Corresponding author for this work

Research output: Chapter in book/report/conference proceedingChapterpeer-review

2 Citations (Scopus)

Abstract

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.

Original languageEnglish
Title of host publicationIdeas in Marketing: Finding the New and Polishing the Old
Subtitle of host publicationProceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference
EditorsKrzysztof Kubacki
PublisherSpringer Cham
Pages13
Number of pages1
ISBN (Electronic)9783319109510
ISBN (Print)9783319109503
DOIs
Publication statusE-pub ahead of print - Oct 2014
EventIdeas in Marketing: Finding the New and Polishing the Old: 2013 Academy of Marketing Science (AMS) Annual Conference - Monterey, United States
Duration: 15 May 201318 May 2013

Publication series

NameDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science (DMSPAMS)
ISSN (Print)2363-6165
ISSN (Electronic)2363-6173

Conference

ConferenceIdeas in Marketing: Finding the New and Polishing the Old
Country/TerritoryUnited States
CityMonterey
Period15/05/1318/05/13

Scopus Subject Areas

  • Marketing
  • Strategy and Management

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