Despite the widespread interest in the topic of organizational citizenship behaviors (OCBs), little empirical research has tested the fundamental assumption that these forms of behavior improve the effectiveness of work groups or organizations in which they are exhibited. In the present study,...

Because the notion that various individual, task, or organizational-level variables moderate the relationships between leader behaviors and subordinate criterion variables is a fundamental assumption of most situational approaches to leadership, it is not surprising that a number of studies have...

The purpose of this study is to integrate the notion of extra-role performance with the current understanding of the relationships among salesperson job attitudes (job satisfaction and organizational commitment), role perceptions (ambiguity and conflict), in- and extra-role behavior, and...

While team-based selling is highly prominent in practice, research on the drivers of its effectiveness is sparse. Drawing from the literature on climate consensus, we propose that in addition to leadership and team factors, team consensus plays a critical role in boosting sales team...

Despite the fact that several researchers have suggested that goal acceptance moderates the relationship between group cohesiveness and group productivity, only 1 study (C. N. Greene, 1989) has directly tested this proposition, and virtually no study has examined whether leaders who foster group...

Despite the fact that validating the measures of constructs is critical to building cumulative knowledge in MIS and the behavioral sciences, the process of scale development and validation continues to be a challenging activity. Undoubtedly, part of the problem is that many of the scale...

Consumer perceptions of advertising creativity are investigated in a series of studies beginning with scale development and ending with comprehensive model testing. Results demonstrate that perceptions of ad creativity are determined by the interaction between divergence and relevance, and that...

Research has documented a consistent empirical relationship between satisfaction and Organizational Citizenship Behavior (OCB). Here we aregue the case for why leader behavior (contingent leader reward, supportiveness, and participativeness) and task characteristics might account for such a...

The authors propose a symbolic–instrumental interactive framework of consumer–brand identification (CBI) and explore its predictiveness across 15 countries. Using multinational data, they show that the negative impact of the misalignment between self–brand congruity and perceived quality...

Ask sales managers and recruiters what they look for in a salesperson, and they will report that they seek competitive, hard-working professionals who match the culture of their company, and research would support the contention that such things generally help the sales organization. But could...