The effect of ‘can do’ and ‘reason to’ motivations on service–sales ambidexterity

Sok, Keo Mony; Sok, Phyra; Luca, Luigi M. De

doi:10.1016/j.indmarman.2015.09.001

Cited by 56 publications

(84 citation statements)

References 62 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…Jasmand et al (2012),Sok et al (2016), and Vieira et al(2019), we find that assessment amplifies the positive effects of locomotion on the likelihood of changing a recommended strategy. Similar to salespeople, locomotors find the analytical and critical elements of assessment helpful in verifying their inclinations toward changing their initial recommendations.…”

supporting

confidence: 64%

Preference for action: regulatory mode in B2B positioning decision-making

Kalafatis¹,

Blankson

Boatswain

et al. 2020

JBIM

View full text Add to dashboard Cite

Purpose Grounded in regulatory mode theory (RMT), this study aims to investigate the impact of managers’ orientation for action (locomotion and assessment) in business-to-business positioning decision-making. Design/methodology/approach Data are collected using a scenario-based experimental design. Study 1 examines whether interest and involvement in recommending a positioning strategy depends on a manager’s regulatory mode orientation. The impact of such orientations on the likelihood of changing a recommended positioning strategy is the focus of Study 2. The moderating effects of task motivation (expected rewards resulting from a recommendation), market feedback and the line manager’s leadership style are examined. Findings Both assessment and locomotion are significant determinants of involvement in recommending a positioning strategy. The introduction of motivation as a moderator helps explain differences in level of interest in positioning decision-making. Locomotion, but not assessment, affects the likelihood of changing a recommended positioning strategy. Assessment amplifies the impact of locomotion, while none of the interaction effects between regulatory mode orientation and contextual factors is a significant determinant of changing a positioning strategy. Originality/value To the best of the authors’ knowledge, this is the first application of RMT on positioning decision-making. Results from two experiments provide novel insights into the predictive relevance of managers’ preference in terms of involvement with the decision-making process and the likelihood of altering positioning.

show abstract

supporting

confidence: 64%

Preference for action: regulatory mode in B2B positioning decision-making

Kalafatis¹,

Blankson

Boatswain

et al. 2020

JBIM

View full text Add to dashboard Cite

show abstract

“…Studies have shown that a high locomotion orientation combined with a high assessment orientation leads to superior self-regulation during difficult, ambiguous, and challenging circumstances (Kruglanski et al, 2000;Pierro et al, 2006). Accordingly, employees with both high level of locomotion and high level of assessment orientation are expected to exhibit ambidextrous behavior (Jasmand et al, 2012;Sok et al, 2016). They will exhibit explorative as well as exploitative behavior.…”

Section: Motivational Orientationsmentioning

confidence: 99%

How motivational orientations are related to ambidexterity

Caniëls

Assen

2019

View full text Add to dashboard Cite

Purpose Whereas many studies address ambidexterity at the organizational level, much less is known about individual level ambidexterity. Moreover, there is a lack of thorough understanding of how motivational orientations are related to individual level ambidexterity. Yet, it is crucial to have an understanding of what motivates employees who perform explorative and exploitative activities. This study aims to empirically test the link between the constellation of motivational orientations of employees and their ambidexterity. Design/methodology/approach The authors use polynomial regression analysis and surface response analysis to analyze data from 103 employees employed in one Dutch organization. Polynomial regressions allow for analyzing linear and nonlinear direct and interactive effects between different motivational orientations in relation to individual level ambidexterity. Findings For individual ambidexterity, it is important to have an assessment orientation that is balanced with a locomotion orientation. Alternatively, people high on only locomotion orientation or only assessment orientation are also ambidextrous. Originality/value Insights into the motivational orientation of employees in relation to ambidexterity help to advance the theoretical understanding of how employees may enhance their individual ambidexterity.

show abstract

“…Uma das orientações encontradas na teoria do modo regulatório é aquela para locomoção (Giacomantonio, Mannetti, & Pierro, 2013;Sok et al, 2015). Para Kruglanski et al (2000), a orientação para locomoção "é um aspecto da autorregulação preocupado com o movimento de um estado para o outro e com o comprometimento de recursos psicológicos que vai iniciar e manter o movimento na direção dos objetivos de uma maneira direta, longe de distrações e atrasos" (p. 794).…”

Section: Orientação Para Locomoçãounclassified

“…Para Kruglanski et al (2000), a orientação para locomoção "é um aspecto da autorregulação preocupado com o movimento de um estado para o outro e com o comprometimento de recursos psicológicos que vai iniciar e manter o movimento na direção dos objetivos de uma maneira direta, longe de distrações e atrasos" (p. 794). Assim, de acordo com Sok et al (2015) "as pessoas com essa orientação devem se sentir recompensadas por constantemente se mover de uma atividade para a próxima atividade" (p. 144). Portanto, esses indivíduos são vistos como orientados à ação e que vão em frente (Pierro et al, 2006).…”

Section: Orientação Para Locomoçãounclassified

“…A locomoção refere-se à proatividade do vendedor, a uma forte orientação (Sok, Sok, & Luca, 2015) e à motivação intrínseca para ação (Pierro, Kruglanski, & Higgins, 2006), demonstrando um desejo de eliminar rapidamente qualquer barreira que o impeça de executar algo e um maior engajamento no trabalho (Kruglanski et al, 2000). Segundo Anderson e Oliver (1987), sistema de controle é um conjunto de "procedimentos organizacionais para monitorar, direcionar, avaliar e compensar os empregados" (p. 76).…”

Section: Introductionunclassified

See 1 more Smart Citation

Os Efeitos Negativos Da Experiência E Do Controle No Desempenho Do Vendedor

Silva

Vieira

2016

Rev. adm. empres.

View full text Add to dashboard Cite

RESUMONa literatura, há evidência de que quanto maior o perfil de locomoção do vendedor, maior o desempenho com vendas. Neste artigo, propomos que o sistema de controle por comportamento, quando elevado, prejudica essa associação positiva devido à grande quantidade de acompanhamento das ações dos vendedores, inibindo-os. Além do mais, propomos que essa relação moderada pelo sistema de controle se torna negativa (piorando) quando há alta experiência do vendedor. Essa moderação tripla pode ser explicada pelo conflito da organização com a forma de controlar os vendedores mais experientes, congruente com a literatura sobre socialização organizacional. Uma survey com vendedores de lojas de varejo foi realizada. Os resultados demonstraram que a orientação para locomoção do vendedor é um preditor do desempenho, mas que o alto nível do sistema de controle por comportamento reduz esse efeito. Além do mais, quando existe maior experiência, essa relação piora, diminuindo o desempenho. PALAVRAS-CHAVE RAE-Revista de Administração de Empresas | FGV/EAESP

show abstract

The effect of ‘can do’ and ‘reason to’ motivations on service–sales ambidexterity

Cited by 56 publications

References 62 publications

Preference for action: regulatory mode in B2B positioning decision-making

Preference for action: regulatory mode in B2B positioning decision-making

How motivational orientations are related to ambidexterity

Os Efeitos Negativos Da Experiência E Do Controle No Desempenho Do Vendedor

Contact Info

Product

Resources

About