The flexibility of salespeople and management teams: How they interact and influence performance during the COVID-19 pandemic

Charoensukmongkol, Peerayuth; Pandey, Arti

doi:10.1016/j.apmrv.2022.07.001

Cited by 25 publications

(31 citation statements)

References 64 publications

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“…Therefore, further research is required to confirm whether or not the effect of participative decision-making in promoting innovative work behavior among people with high power distance orientation could be the same in different occupational groups. Lastly, our research did not incorporate leadership style, self-efficacy and work engagement as the control variables that may affect innovative work behavior of people (Charoensukmongkol and Pandey, 2021, 2022). Therefore, future research needs to investigate whether these factors could influence the effect of participative decision-making and power distance orientation on innovative work behavior.…”

Section: Discussionmentioning

confidence: 99%

Using approach-inhibition theory of power to explain how participative decision-making enhances innovative work behavior of high power distance-oriented employees

Farzana

Charoensukmongkol

2023

JOEPP

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PurposeThis research study investigated the relationship between participative decision-making and innovative work behavior by considering the moderating role of power distance orientation of individuals. Grounded in the approach-inhibition theory of power, the authors proposed that participative decision-making could mitigate perceived power gap and motivate individuals with high power distance orientation to engage more in innovative work behavior.Design/methodology/approachSurvey data were collected from 243 faculty members from 2 universities located at Dhaka, Bangladesh. The partial least squares structural equation modeling (PLS-SEM) was used for data analysis.FindingsThe results from the model estimation showed that the positive relationship between participative decision-making and innovative work behavior was stronger among faculty members with high power distance orientation than those with low power distance orientation. The simple slope analysis also clarified the fact that faculty members with high power distance orientation could increase their innovative work behavior to be at the same level as that of faculty members with low power distance orientation when the members were involved highly in participative decision-making.Practical implicationsParticipative decision-making is a management practice that should be implemented in order to motivate faculty members to actively engage in innovative work behavior. Particularly for faculty members who are sensitive towards the power status of other members in the workplace, this management practice is highly recommended to lessen the perceived social barrier that discourages these faculty members from engaging in innovative work behavior.Originality/valueThe authors' research advanced knowledge from prior studies by offering new theoretical insight into the role of empowerment practice that could motivate individuals with high power distance orientation to engage more in innovative practices.

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Section: Discussionmentioning

confidence: 99%

Using approach-inhibition theory of power to explain how participative decision-making enhances innovative work behavior of high power distance-oriented employees

Farzana

Charoensukmongkol

2023

JOEPP

Self Cite

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“…There are also other types of study related to the pandemic. For example, Nasar et al (2022) investigated the effect of COVID-19 on the entrepreneurial activity and Charoensukmongkol and Pandey (2022) examined the effect of salespeople's functional flexibility on sales performance during the pandemic. In this study, we focus on the impact of COVID-19 on different industries.…”

Section: Introductionmentioning

confidence: 99%

The impact of COVID-19 on the productivity of large companies in Taiwan

Kao

Wang

et al. 2023

Asia Pacific Management Review

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“…Conversely, functional flexibility refers to individuals' ability to accomplish many diverse tasks (van den Berg and van der Velde, 2005). Prior studies have confirmed that both skills facilitate the ability of employees to function well under highly unfavorable situations (Au et al, 2019;Charoensukmongkol and Pandey, 2022b;Weis et al, 2021). Therefore, trait mindfulness and functional flexibility seem to be the personal characteristics that align well with any unpredictable challenges that salespeople might encounter that require them to remain focused and flexible while performing well in a fast-changing business environment.…”

Section: Introductionmentioning

confidence: 99%

The moderating effect of age on the benefits of trait mindfulness and functional flexibility among salespeople

Charoensukmongkol

2023

BJM

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PurposeAlthough the benefits that individuals obtain from trait mindfulness and functional flexibility have been well documented in the research literature, one crucial gap is the lack of evidence clarifying whether trait mindfulness and functional flexibility might benefit all age groups. Using the moderating effect of age among salespeople, this research analyzes the effects of trait mindfulness and functional flexibility regarding sales performance based on the conservation of resource theory.Design/methodology/approachSurvey data were collected from 227 salespeople across 120 companies located in Bangkok, Thailand. The data were analyzed using partial least squares structural equation modeling.FindingsThe analysis shows that the positive effect of trait mindfulness on sales performance is more substantial for older salespeople than their younger counterparts. Although the analysis shows that functional flexibility is positively associated with sales performance, the positive relationship is only supported for younger salespeople. For older salespeople, available flexibility does not positively affect sales performance.Practical implicationsBased on the findings, developing trait mindfulness and functional flexibility in salespeople could be a valuable area of focus for sales organizations' human capital development policies. Although the intervention to develop trait mindfulness could be provided to all salespeople, the functional flexibility enhancement component should be delivered specifically to younger salespeople who may experience more significant gains from the training.Originality/valueThe results address the gap in the existing research that lacked evidence as to whether trait mindfulness and functional flexibility similarly affect the work performance of older and younger people. In particular, this study offers new insight into how age differences influence the benefit of trait mindfulness and functional flexibility across different age groups of individuals.

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The flexibility of salespeople and management teams: How they interact and influence performance during the COVID-19 pandemic

Cited by 25 publications

References 64 publications

Using approach-inhibition theory of power to explain how participative decision-making enhances innovative work behavior of high power distance-oriented employees

Using approach-inhibition theory of power to explain how participative decision-making enhances innovative work behavior of high power distance-oriented employees

The impact of COVID-19 on the productivity of large companies in Taiwan

The moderating effect of age on the benefits of trait mindfulness and functional flexibility among salespeople

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