Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers

Michaels, Ronald E.; Cron, William L.; Dubinsky, Alan J.; Joachimsthaler, Erich A.

doi:10.2307/3172948

Cited by 188 publications

(100 citation statements)

References 35 publications

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“…Relatively higher formalization is a typical characteristic in organizations operating in high power distance cultures. Michaels et al (1988) found that there is no negative reaction to a formalized work environment. They also suggest that higher levels of formalization reduce the role ambiguity and role conflict within the organization.…”

Section: Journal Of Management Researchmentioning

confidence: 94%

In Pursuit of Corporate Entrepreneurship: How Employees Perceive the Role of Formalization and Centralization

Demirci

2013

jmr

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Section: Journal Of Management Researchmentioning

confidence: 94%

In Pursuit of Corporate Entrepreneurship: How Employees Perceive the Role of Formalization and Centralization

Demirci

2013

jmr

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“…Hunt et al, 1985;Chonko, 1986;Michaels et al, 1988;Ingram et al, 1989;Johnston et al, 1990;Brown and Peterson, 1993;Singh et al, 1996). Their general findings suggest that committed salespeople give more adequately of their time, energy, talent, judgment, ideas, and moral courage in the best interests of the company (Stewart, 1961).…”

Section: Affective Organizational Commitment and Adaptive Sellingmentioning

confidence: 99%

Antecedents of adaptive selling among retail salespeople: A multilevel analysis

Simintiras

Ifie

Watkins

et al. 2013

Journal of Retailing and Consumer Services

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“…Typically, when investigating its causes, alienation is linked to individual differences and to structural predictors: Some researchers posited that alienation can result from low-self-esteem (Heaven & Bester, 1986), reduced self-efficacy (Marshall, Michaels, & Mulki, 2007) or need for achievement (Barrick, Mount, & Strauss, 1993). Others pointed out the role of structural predictors, such as role stressors (Michaels, Cron, Dubinsky, & Joachimsthaler, 1988), job characteristics (e.g. feedback or autonomy, Banai & Reisel, 2007;Hackman & Oldham, 1980) or work context (e.g.…”

Section: Correlates Of Work Alienationmentioning

confidence: 99%

Correlates of work-alienation and positive job attitudes in high- and low-status workers

Fedi

Pucci

Tartaglia

et al. 2016

CDI

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Purpose -The concept of alienation boasts a long history in the academic literature.However, their empirical relations are not clear. The present study aimed at testing a model of correlates of alienation. Since occupational status plays a key role in alienation processes, such model was tested with high and low-status workers.Design/Methodology/Approach -Participants were 340 workers holding high-status (N=98) and low-status (N=242) positions. Data was collected through a self-report questionnaire. We verified the hypothesized relationships by means of a structural equation modeling, simultaneously tested on high-and low-status workers.Findings -Results showed that individual determinants of alienation, i.e. locus of control, appear to play a more relevant role for high-status professionals, whereas organizational dimensions, i.e. perception of decision making, have an impact only for low-status workers. Relational variables, i.e. work-family conflict, fostered alienation, regardless the status. Concerning outcomes, alienation decreased both job satisfaction and job involvement. Research limitations/implications -The specificities of the cultural context have to be considered. Generalising our results to other cultural contexts requires caution.Practical implications -Work alienation has a negative influence on work attitudes that can be better managed by the knowledge of alienation's correlates and peculiarities.Originality/Value -The study confirms the relevance of alienation for workers' satisfaction and involvement highlighting the difference between high and low-status workers.

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Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers

Cited by 188 publications

References 35 publications

In Pursuit of Corporate Entrepreneurship: How Employees Perceive the Role of Formalization and Centralization

In Pursuit of Corporate Entrepreneurship: How Employees Perceive the Role of Formalization and Centralization

Antecedents of adaptive selling among retail salespeople: A multilevel analysis

Correlates of work-alienation and positive job attitudes in high- and low-status workers

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