Perceived Organizational Climate and the Process of Salesperson Motivation

The role of internal branding in the delivery of employee brand promise

“…39 The measurement items were selected based on previous empirical research 37 -43 and verifi ed thorough extensive discussion in the qualitative interviews to fulfi l the face validity of predictor scales. 44 To assess the internal consistency of the scales used in the present research, Cronbach alpha reliability coeffi cients were calculated for each predictor item. Reliability estimates ranged from 0.71 to 0.87 ( Table 2 ).…”

The Relationship between Ethical Climate and Trust and Motivation Levels of Teachers and Students

“…Wentzel (1998), etik iklimin algılandığı bir ortamda öğrencilerin daha olumlu davranışlarda bulunduğunu, öğrenmeye karşı daha fazla motive olduklarını ve okul aktivitelerine daha çok katılım gösterdiklerini bulmuştur. Luo, Huang ve Najjar (2007) öğrencilerin etik iklim algılarının okul performanslarına olumlu etkisinin olduğunu, Mahal (2009), Tyagi (1982 ve Weber (1995) ise yaptıkları araştırmada etik iklimin çalışanların motivasyonlarını artırdığını belirtmişlerdir. Bu noktadan hareketle öğretmen motivasyonunun da ortamda algılanan etik iklimle artabileceği düşünülebilir.…”

“…In the literature on ethical climate, investigating the relationships and employee attitudes and behaviors has been a popular research topic in organizations. Researchers have come to see the importance of ethical climate and have related it to key organizational outcomes (Martin and Cullen, 2006) such as trust (Asunakutlu, 2002;Büte, 2011;Dönertaş, 2008;Mayer et al, 1995;Rosenblatt and Peled, 2002;Ruppel and Harrigton, 2000) and motivation (Mahal, 2009;Tyagi, 1982;Walumbwa et al, 2011;Wentzel, 1998). Also researchers have related trust to motivation (Costigan et al, 1998;Robbins and Judge, 2012;Walumbwa et al, 2011).…”

Motivating Salespeople to Contribute to Marketing Intelligence Activities: An Expectancy Theory Approach

“…Expectancy theory provides a general framework for assessing, interpreting, and evaluating employee behaviour in learning, decision-making, attitude formation, and motivation (Chen and Lou, 2002). The use of expectancy theory to understand sales force motivation has produced a considerable amount of research over the past two decades (Evanset al, 1982;Johnston and Kim, 1994;Oliver, 1974;Teas, 1981;1982;Teas and McElroy 1986;Tyagi 1982;Walker, et al, 1977). Expectancy theory is based on the assumption that salespeople have expectancy about what they should receive from organization a result of their work efforts.…”