Download or read book The Examination of the Effects of Leadership Empowerment Behaviors and Organizational Citizenship Behaviors on Sales Team Performance written by Michael J. Ahearne and published by . This book was released on 2000 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Organizational Citizenship Behavior written by Dennis W. Organ and published by SAGE Publications. This book was released on 2005-06-15 with total page 361 pages. Available in PDF, EPUB and Kindle. Book excerpt: Organizational Citizenship Behavior: Its Nature, Antecedents, and Consequences examines the vast amount of work that has been done on organizational citizenship behavior (OCB) in recent years as it has increasingly evoked interest among researchers in organizational psychology. No doubt some of this interest can be attributed to the long-held intuitive sense that job satisfaction matters. Authors Dennis W. Organ, Philip M. Podsakoff, and Scott B. MacKenzie offer conceptual insight as they build upon the various works that have been done on the subject and seek to update the record about OCB. Key Features: Explores how OCB translates into objective measures of efficiency, profitability, customer satisfaction, and other criteria of organizational functioning Examines how important OCB is in other societal cultures and correlates findings from North American studies Addresses the relative importance of individual personality as a factor in determining OCB OCB has become a foundation for concepts in Organizational Studies. This book provides an all-encompassing resource for students, scholars, and practitioners looking for a comprehensive understanding on this key topic. It is an excellent textbook for advanced undergraduate and graduate students studying organizational behavior or organizational psychology in courses such as Strategic Human Resource Management, Measurement of Work Performance; Behavioral Organization Theory; and Social Psychology of Organizations.
Download or read book Effects of Leader Empowerment Behaviors and Followers Personal Control Voice and Self efficacy on In role and Extra role Performance written by Chun Hui and published by . This book was released on 1994 with total page 374 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book To Empower Or Not to Empower Your Sales Force An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance written by Michael Ahearne and published by . This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This research focuses on the impact of leadership empowerment behavior (LEB) on customer service satisfaction and sales performance, as mediated by salespeople's self-efficacy and adapt ability. Moreover, the authors propose an interactive relationship whereby LEB will be differentially effective as a function of employees' empowerment readiness. The authors' hypotheses are tested using survey data from a sample of 231 salespeople in the pharmaceutical field, along with external ratings of satisfaction from 864 customers and archival sales performance information. Results indicated that contrary to popular belief, employees with low levels of product/industry knowledge and low experience benefit the most from leadership behaviors that are empowering, whereas high-knowledge and experienced employees reap no clear benefit. The authors conclude with directions for future research and application.
Download or read book The Oxford Handbook of Leadership and Organizations written by David Day and published by Oxford University Press. This book was released on 2014-05-20 with total page 912 pages. Available in PDF, EPUB and Kindle. Book excerpt: As the leadership field continues to evolve, there are many reasons to be optimistic about the various theoretical and empirical contributions in better understanding leadership from a scholarly and scientific perspective. The Oxford Handbook of Leadership and Organizations brings together a collection of comprehensive, state-of-the-science reviews and perspectives on the most pressing historical and contemporary leadership issues - with a particular focus on theory and research - and looks to the future of the field. It provides a broad picture of the leadership field as well as detailed reviews and perspectives within the respective areas. Each chapter, authored by leading international authorities in the various leadership sub-disciplines, explores the history and background of leadership in organizations, examines important research issues in leadership from both quantitative and qualitative perspectives, and forges new directions in leadership research, practice, and education.
Download or read book The Oxford Handbook of Strategic Sales and Sales Management written by David W. Cravens and published by OUP Oxford. This book was released on 2012-11-22 with total page 664 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
Download or read book Agile Leadership in the Light of Efficiency of Organizations and the Health of Employees written by Paul Jimenez and published by Frontiers Media SA. This book was released on 2023-11-02 with total page 190 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Dissertation Abstracts International written by and published by . This book was released on 2008 with total page 612 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Leadership Behavior and Organizational Citizenship Behavior written by Ivan Butar Butar and published by . This book was released on 2012 with total page 492 pages. Available in PDF, EPUB and Kindle. Book excerpt: This study attempts to explain how leadership behavior can advance follower organizational citizenship behavior (OCB). Several hypotheses were developed and tested, aiming to examine the potential mediators and moderators that could explain and influence the link between leadership behavior and OCB. This study was conducted among 711 full-time employees working in the top 45 high-performing companies listed on the Indonesian Stock Exchange (IDX). Of the various theories of leadership, transformational leadership and servant leadership were this study's interest. Therefore two conceptual models (i.e., the Transformational Leadership-OCB Model and Servant Leadership-OCB Model) were examined to investigate the relationship. One hundred and twenty-three leader-follower dyads participated in the surveys. In the first model, the relationship between transformational leadership and OCB mediated by paternalism was examined. In addition, in-group and institutional collectivism orientations were hypothesized to moderate the relationship between transformational leadership and paternalism. Results suggested that transformational leadership influenced OCB through paternalism, and that collectivism orientations moderated the link between transformational leadership and paternalism.The second model hypothesized and examined the relationship between servant leadership and OCB directed toward the individual (OCBI) and the organization (OCBO) as mediated by climate regarding ethics, and moderated by cultural orientations. Results of tested structural models suggested that climate regarding ethics mediated the influence that servant leaders have on followers' OCBI and OCBO. This study also revealed that the effects of servant leadership on OCBI and OCBO were moderated by power distance orientation. Additional contextual data and descriptive analyses were also presented. In-depth interviews with fifteen executives revealed expected behavior of highly effective leaders. Inspirational, visionary, performance orientation, people orientation, role modeling, and personal integrity were key features of effective leadership in the context of Indonesia. In addition, drawing on sample of 450 full-time subordinates who participated in the self-reported surveys, data implied that (a) transformational and servant leadership might be generalizable to the context, and (b) variations on cultural orientations existed among surveyed organizations.In summary, this study addressed the gaps in the leadership and OCB literatures by revealing additional mediational mechanisms that would link transformational leadership and OCB as well as servant leadership and OCB. This study has joined earlier studies in recognizing that the relationship between leadership behavior and follower OCB could be indirect. It also has advanced the examination of transformational leadership and servant leadership theories to broader contexts, as recommended by the literature. The theoretical and managerial implications of the study findings for research on leadership and OCB domain, and future research directions are discussed in the general discussion chapter.
Download or read book Understanding the High Performance Workplace written by Neal M. Ashkanasy and published by Routledge. This book was released on 2016-06-10 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book asks the crucial question: When does high performance supervision become abusive supervision? As more organizations push to adopt high performance work practices (HPWP), the onus increasingly falls on supervisors to do whatever it takes to maximize the productivity of their work teams. In this rigorous, research-based volume, international contributors offer insight into how and when seemingly-beneficial workplace practices cross the line from motivation to abuse. By reviewing critical issues in both high performance work practices and abusive supervision, it illuminates the crossover between these two modes of work, and forges a path for future scholarship.
Download or read book American Doctoral Dissertations written by and published by . This book was released on 1999 with total page 848 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Future of the Leader Member Exchange Theory written by Aharon Tziner and published by Frontiers Media SA. This book was released on 2021-10-04 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Organizational Behavior written by John A. Wagner III and published by Routledge. This book was released on 2014-09-15 with total page 448 pages. Available in PDF, EPUB and Kindle. Book excerpt: The management of organizational behavior is a critically important source of competitive advantage in today’s organizations. Every organization’s members share a constellation of skills, abilities, and motivations that differentiates it from every other firm. To gain advantage, managers must be able to capitalize on these individual differences as jobs are designed, teams are formed, work is structured, and change is facilitated. This textbook, now in its second edition, provides its readers with the knowledge required to succeed as managers under these circumstances. In this book, John Wagner and John Hollenbeck make the key connection between theory and practice to help students excel as managers charged with the task of securing competitive advantage. They present students with a variety of helpful learning tools, including: Coverage of the full spectrum of organizational behavior topics Managerial models that are based in many instances on hundreds of research studies and decades of management practice Introductory mini-cases and current examples throughout the the text to help students contextualize organizational behavior theory and understand its application in today's business world The ideal book for undergraduate and graduate students of organizational behavior, Organizational Behavior: Securing Competitive Advantage is written to motivate exceptional student performance and contribute to their lasting managerial success.
Download or read book Leadership and the Good Soldier written by Emily M. Neuhoff and published by . This book was released on 2016 with total page 146 pages. Available in PDF, EPUB and Kindle. Book excerpt: The purpose of this experimental study was to examine the role of a Transformational, Transactional, and Laissez-faire leader in the perceived likelihood of employees exhibiting Organizational Citizenship Behaviors (OCBs) at work. The extent to which employees identify with their leaders was also examined as a mediator on the relationship between leadership style and OCB performance. OCBs are behaviors that are not directly required of an employee, but that benefit the overall organization by promoting excellence while allowing employees to go beyond the job requirements. Previous research suggests that Transformational Leaders inspire and instill values in employees through empowerment and positive relationships (Bass, 2007; Bass & Riggio, 2006; Carter, Mossholder, Feild, & Armenakis, 2014; Eagly, Johannesen-Schmidt, & van Engen, 2003), and that employees that perform OCBs greatly benefit organizations (Akinbode, 2011; Finkelstein & Penner, 2004; Organ & Ryan, 1995; N. P. Podsakoff, Whiting, Podsakoff, & Blume, 2009; Shaffer, Li, & Bagger, 2015). One of three vignettes describing one of the three leadership styles (e.g., Transformational, Transactional, Laissez-faire) was shown to 200 employed participants working at least part time (i.e., 20 hours per week) under a supervisor via an online survey using MTurk. After rating their respective leader (as described in the vignette) on the Global Transformational Leadership (GTL) scale, participants completed an identification with leader inventory and an OCB-checklist, indicating likelihood of OCB performance under their particular leader. Multivariate analysis of variance was utilized to examine the effect of leadership style on OCB performance. Further, correlational analyses were used to examine the relationship between GTL scores and OCB-Checklist scores. Finally, a mediation analysis with identification with the leader mediating the relationship between leadership style and OCB performance was conducted. Results showed individuals in the Transformational Leader Condition reported the highest likelihood of performing OCBs, followed by Transactional Leader and finally Laissez-faire Leader. Identification with the leader significantly mediated the relationship between Transformational leadership and OCB performance. Finally, individuals that perceived their leader as more Transformational were also more likely to report performing OCBs. Implications of these findings for OCBs in the workplace are discussed.
Download or read book Handbook of Research on Human Factors in Contemporary Workforce Development written by Christiansen, Bryan and published by IGI Global. This book was released on 2017-03-24 with total page 563 pages. Available in PDF, EPUB and Kindle. Book excerpt: The development of any organization is deeply connected with the influences of its employees. By implementing new competencies in the workforce, both the employees and the business overall can thrive. The Handbook of Research on Human Factors in Contemporary Workforce Development is a pivotal source for the latest scholarly perspectives on social aspects and employee influences on modern business environments. Including a range of topics such as gender diversity, performance appraisal, and job satisfaction, this publication is an ideal reference for academics, professionals, students, and practitioners seeking content on optimizing development in contemporary organizations.
Download or read book Social sustainability at work A key to sustainable development in business written by Francoise Contreras and published by Frontiers Media SA. This book was released on 2023-03-17 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book DIFFERENTIATED EMPOWERING LEADERSHIP IN GROUPS written by Soojung Han and published by . This book was released on 2019 with total page 177 pages. Available in PDF, EPUB and Kindle. Book excerpt: To date, research on the effectiveness of empowering leadership at the team level has focused on cases in which leaders empower the team as a whole, and team members perceive their leaders' empowering behaviors to the same extent. Because the existing literature predominantly examines empowering leadership directed toward an entire team, little is known about how differentiated levels of empowering leadership within a single team (i.e., differentiated empowering leadership) influence team performance. In the present study, I develop a theoretical model to delineate the consequences of differentiated empowering leadership, defined as the within-group variance of empowering leadership, at the team level. Integrating social categorization theory (Tajfel & Turner, 1979; Turner, Hogg, Oakes, Reicher, & Wetherell, 1987) into the AMO model (Appelbaum, Bailey, Berg, & Kalleberg, 2000), I examine the curvilinear indirect effects of differentiated empowering leadership on team performance via team potency, team commitment, and team autonomy, and the moderating effect of procedural justice of leaders' empowering differentiation and team-level empowering leadership on the curvilinear indirect effects. I conducted a three-wave study, with a sample of 99 teams and their team leader from 22 firms in South Korea to test the research model. Results suggest that (1) differentiated empowering leadership had a negative curvilinear indirect effect on team performance via team potency, and that (2) both procedural justice of differentiation and team-level empowering leadership positively moderated the curvilinear effect of differentiated empowering leadership on team potency, team commitment, and team autonomy. Implications for theory and practice are discussed, along with limitations and directions for future research.
