Examining the impact of job embeddedness on salesperson deviance: The moderating role of job satisfaction

Darrat, Mahmoud; Amyx, Douglas; Bennett, Rebecca J.

doi:10.1016/j.indmarman.2016.10.012

Cited by 54 publications

(67 citation statements)

References 35 publications

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“…For example, Allan, Dexter, Kinsey, and Parker (2018) recently found that work meaningfulness was negatively related to stress and anxiety for employees with high job satisfaction. Similarly, Darrat, Amyx, and Bennett (2017) found that job satisfaction enhanced the negative relationship between job embeddedness and counterproductive behaviours.…”

Section: Discussionmentioning

confidence: 89%

Perceived competence and impression management: Testing the mediating and moderating mechanisms

et al. 2018

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Using a diverse and unique sample of triads (N = 191 self, peer, and supervisor reports) from a field survey of two service sector organisations, this study examined the effects of perceived competence (self-reported) and supervisor-rated performance ratings on peer-rated impression management. The study also tested the mediating role of performance in competence-impression management relationships and the moderating role of job satisfaction (self-reported) in performance-impression management relationships using bootstrapping techniques. The study further examined the conditional indirect effects (i.e., moderated mediation) of perceived competence on impression management. The sample consisted of white collar employees from a government organisation and a leading cellular company in a developing country (i.e., Pakistan). Employees with low perceived competence were more likely to use impression management tactics than were those with high perceived competence. Similarly, poor performance ratings produced high impression management. Moreover, performance mediated the relationship between competence and impression management. The findings also suggest that perceived competence has a negative indirect effect on impression management for those with high levels of job satisfaction. Finally, impression management was highest when performance and satisfaction were low.

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Section: Discussionmentioning

confidence: 89%

Perceived competence and impression management: Testing the mediating and moderating mechanisms

et al. 2018

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“…To test the hypothesized relationships, we followed established precedence (e.g., Darrat, Amyx and Bennet, 2017) to estimate structural equation models using the maximum likelihood estimation method in LISREL 8.5. Structural paths (along with measurement models) were estimated simultaneously in a full information equation model (Jaccard & Wan, 1996).…”

Section: Structural Model Estimationmentioning

confidence: 99%

Linking improvisational behavior to customer satisfaction: the relational dynamics

Hultman

Yeboah-Banin

Boso

2019

JBIM

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Purpose Contemporary sales scholarship suggests that salespersons pursuing customer satisfaction should improvise (think and act on their feet) to find solutions to customers’ emergent problems. A missing link in this literature, however, is the relational context within which improvisation takes place and becomes effective. This study aims to examine how the tone of the salesperson–customer relationship (whether cordial or coercive) drives and conditions salesperson improvisation and its implications for customer satisfaction. Design/methodology/approach The study tests the proposed model using dyadic salesperson–customer data from business-to-business (B2B) markets in Ghana. The relationships are tested using structural equation modeling technique. Findings The study finds that salesperson improvisation is associated with customer satisfaction. It also finds the extent of cordiality between salespersons and their customers predicts but does not enhance the value of improvisation for customer satisfaction. The reverse is true for customer exercised coercive power which is not a significant driver of improvisation but can substantially alter its benefits for the worse. Practical implications By implication, salespersons should improvise more to be able to satisfy customers. However, such improvisation must be tempered with a consciousness of the relationship shared with customers and the level of power they exercise in the relationship. Originality/value Because improvised behavior deviates from routines and may be unsettling for customers, improvising salespersons must first understand whether their customers would be willing to accommodate such deviations. Yet, the literature is silent on this relational context surrounding improvisation. This study, by exploring facilitating and inhibitory relational variables implicated in improvisation, addresses this gap.

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“…However, with the recent eruption of studies in the concept of work embeddedness, it is both timely and appropriate to investigate the employee's intent to remain in the construction industry. Recently, researchers applied job embeddedness theory to nursing [23], marketing [24], lodging and hotel work [25], manufacturing and leadership [26] and immigration work [27], as reported in past work [28]. William Lee et al [14] also reported the concept of job embeddedness to clarify why workers do not change employers even when excellent opportunities exist somewhere else.…”

Section: Related Theoriesmentioning

confidence: 99%

“I Want to Serve, but the Public Does Not Understand”—An Approach to Employees’ Intention to Stay in the Malaysian Construction Companies

Moshood

Adeleke

Nawanir

et al. 2021

ASI

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This paper explicitly clarifies an employee’s goal to voluntarily stay in his/her current employment. A large volume of research has concentrated on corporate environments on the causes of workforce turnover. Nevertheless, little was done to investigate workers’ desire to remain, which was the essential parameter in determining their stay in the construction sector. Therefore, this research was undertaken to explore the relationship between job embeddedness (off-the-job and on-the-job and the intent of staying in Malaysian construction companies with the mediating impact of continuance commitment. For the analysis, a simple random under probability sampling technique was used. Of the overall 280 samples surveyed, 243 responded and used it in the report, 86.8% of the response rate. A structural equation modeling approach was used to analyze the direct and indirect relationships as drawn by the hypotheses. This research showed that the component of the off-the-job, on-the-job embeddedness and intention to stay were substantially linked. At the same time, continuance commitment plays a full mediation between the convergence of off-the-job, on-the-job and the intention to stay. These findings suggest that construction companies in Malaysia need to consider organizational and community embeddedness relationships along with continuance commitment in the invention of programs designated to influence workers’ intention to stay on their current jobs.

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Examining the impact of job embeddedness on salesperson deviance: The moderating role of job satisfaction

Cited by 54 publications

References 35 publications

Perceived competence and impression management: Testing the mediating and moderating mechanisms

Perceived competence and impression management: Testing the mediating and moderating mechanisms

Linking improvisational behavior to customer satisfaction: the relational dynamics

“I Want to Serve, but the Public Does Not Understand”—An Approach to Employees’ Intention to Stay in the Malaysian Construction Companies

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