The effect of managerial cost prioritization on sales force turnover

Skiba, Jenifer; Saini, Amit; Friend, Scott B.

doi:10.1016/j.jbusres.2016.05.004

Cited by 15 publications

(11 citation statements)

References 57 publications

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“…FLE turnover is a costly problem because employees who work on the frontline tend to exit at a high rate and are expensive to replace (Boles et al 2012). While research has investigated myriad FLE factors that can decrease turnover intentions (i.e., an FLEs plan to exit the organization), studies have also encouraged a focus on conditions under managerial control (Skiba, Saini, and Friend 2016). With the ability to directly and indirectly influence FLE turnover intentions, EC represents one such factor.…”

Section: Ec’s Impact On Frontline Actions Attitudes and Outcomesmentioning

confidence: 99%

Ethical Climate at the Frontline: A Meta-Analytic Evaluation

Friend

Jaramillo

Johnson

2020

Journal of Service Research

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Long-term customer relationships develop over repeated interactions, underscoring the importance of frontline employees (FLEs) engaging in ethical behaviors. Therefore, organizations must understand how a strong ethical climate (EC) may affect attitudes and behaviors among FLEs. This study reviews frontline-related EC research and employs a meta-analytic approach to investigate the direct, indirect, and contingent effects of EC on FLE actions, attitudes, and outcomes. The authors reviewed 67 frontline-related studies comprising a sample of 21,118 respondents to assess meta-analytic associations and derive a model for structural testing. The findings from this study show that a strong EC drives customer-oriented behaviors, fosters desirable job attitudes, reduces felt stress, increases perceived performance, and decreases turnover intentions among FLEs. The strength of theses associations is often predicated on individual-level (FLE experience), study-level (response rate), and country-level (perceived corruption, individualism/collectivism) factors. This study offers theoretical and managerial contributions germane to multiple uncertainties in service literature about EC’s implications on FLEs, including EC’s ability to break through sources of tension-facing FLEs, the mediated nature of EC’s impact on perceived performance through frontline actions, and the generalizability of the economic and human benefits of EC across service contexts and frontline roles that foster greater diffusion in practice.

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Section: Ec’s Impact On Frontline Actions Attitudes and Outcomesmentioning

confidence: 99%

Ethical Climate at the Frontline: A Meta-Analytic Evaluation

Friend

Jaramillo

Johnson

2020

Journal of Service Research

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“…In such a situation, indifference among the upstream employees affects not only their own productivity, but also that of their downstream counterparts. After all, the adverse effects of micromanagement may go beyond the company itself, especially if the behaviour becomes so severe as to displace qualified employees of value to competitors (Skiba et al 2016). This is because the bad manager focuses on controlling employee behaviour and performance rather than managing their growth.…”

Section: The Problem Of Micromanagementmentioning

confidence: 99%

Critical leadership and set-up-to-fail syndrome

Gardanova¹,

Nikitina²,

Strielkowski³

2019

Proceedings of the 4th International Conference on Social, Business, and Academic Leadership (ICSBAL 2019)

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This paper focuses on the issue of the so-called "set-up-to-fail syndrome" which is a situation when employees perceived to be ineffective and weak performers by their managers start living down to their low expectations. We argue that setup to fail syndrome can be caused both by the lack of motivation and skills on the employee's side but also by the lack of critical leadership skills on the side of the manager. In addition, the paper tackles the problem of micromanagement in business companies or public institutions. We show that micromanaging employees might become one of the leading factors for poor performance and failure. We conclude that a successful manager should learn how to steer her or his subordinates and develop effective leadership skills in order to become a trusted leader instead of a bullying and controlling boss. It is apparent that it takes time and effort to build such skills as communication and team collaboration, but many examples show that they can be acquired. Becoming a critical leader, not a micromanager, would considerably contribute to enhancing the quality of work and interactions at any workplace.

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“…Subsequently, Webster and Wind [33] identified five buying roles within the context of these buying centers: users, influencers, buyers, deciders, and gatekeepers. Organizational buying behavior is, thus, regarded as a process [17,22,[34][35][36][37] consisting of a series of complex and interdependent activities [17], such as requirements, technical specifications, supplier evaluations, and final purchase decisions [36]. The specific decision stages and roles in organizational buying may vary across buying situations.…”

Section: Organizational Buying Versus Individual Buying In Achieving mentioning

confidence: 99%

What are Important Technologies for Sustainable Development in the Trucking Industries of Emerging Markets? Differences between Organizational and Individual Buyers

et al. 2019

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This article examines perceived importance of sustainable technologies and how organizational buyers and individual buyers differ in their willingness to pay for sustainable technological innovations an emerging market. Extensive field research was conducted to develop the study measures. Using Weber’s step-by-step method of coding, we selected 24 sustainable technologies that are representative of the technological preferences and demands of truck drivers in China. We also conducted pretests with trucking company executives to improve the final survey instrument. We collected data from 510 organizational buyers and 2680 individual buyers. Results show that organizational buyers and individual buyers have similar preferences for 15 of the 24 sustainable technologies. The individual buyers have a significantly higher preference than organizational buyers for sustainable technologies, such as comfort, image, and service attributes. However, the study findings suggest that organizational buyers have a greater preference in the total cost of ownership dimension. Through content analysis of survey responses in China, we identified the most influential and popular sustainable technology in the business-to-business trucking industry in emerging markets, such as China. Our research expands the application of sustainable buying behavior theory to the trucking industry in an emerging market. We suggest management and marketing strategies to sustainable development of trucking industry.

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The effect of managerial cost prioritization on sales force turnover

Cited by 15 publications

References 57 publications

Ethical Climate at the Frontline: A Meta-Analytic Evaluation

Ethical Climate at the Frontline: A Meta-Analytic Evaluation

Critical leadership and set-up-to-fail syndrome

What are Important Technologies for Sustainable Development in the Trucking Industries of Emerging Markets? Differences between Organizational and Individual Buyers

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