Psychological contracts and independent sales contractors: an examination of the predictors of contractor-level outcomes

Abstract

Over the past decade, the independent sales contractor (ISC) has emerged as both an important distribution channel and a management challenge. This study makes two contributions to this evolving field. First, it explores the interrelations of the psychological contract with sales performance, voluntary turnover and organisational advocacy of ISCs, which have hitherto been largely unexplored. Second, it examines differences between high- and low-performing sales contractors on these linkages, due to findings in the literature that a small number of sales contractors often achieve a majority of sales. Based on survey data as well as 7 years of contractor-level data related to sales performance and voluntary turnover (n = 189), results indicate that psychological contract fulfilment and perceived dependency are important determinants of subsequent sales performance, voluntary turnover and organisational advocacy, with significant differences reported between high- and low-performing ISCs. A notable finding pertinent for sales managers responsible for managing ISCs is that high-performing sales contractors are motivated by psychological contract fulfilment and a low perception of dependency, while low-performing sales contractors are more likely to act as advocates for the firm due to perceived dependency, but may concurrently engage in organisational advocacy as a means to leave the firm.     

An evaluation of the productive efficiency of savings and loans

A nonparametric linear programming approach is adopted to measure the productive efficiency of thrift financial institutions. The methodology is applied to a sample of California thrifts in 1989, yielding high mean efficiency scores. High efficiency scores correspond to high levels of operating efficiency. Estimation of a truncated regression model indicates that the major determinants of thrift efficiency are organization form, management style, risk, and firm size. Applying the methodology to a subset of thrifts from 1986 which had failed by 1989 shows technical inefficiency to be a significant indicator of a high probability of failure.     

Choice and determinism: A test of Hrebiniak and Joyce's framework on strategy-environment fit

This paper describes the first empirical test of Hrebiniak and Joyce'S innovative model of business-environment relations. Virtually all the literature prior to their Administrative Science Quarterly article (1985) assumes a zero-sum relationship between managerial choice and environmental determinism. In the Hrebiniak and Joyce framework the two are orthogonal, and environments where management and environment are both weak or both powerful are possible. We first look for evidence of Hrebiniak and Joyce'S environment typology in 52 manufacturing industries previously specified by Dess and Beard (1984). Next, we test their propositions of strategy-environment fit by classifying 146 firms into strategic groups, then evaluating each group in each environment. Our tests provide partial support for Hrebiniak and Joyce'S environment typology and for their contingent strategies. However, frequencies of firm location among the environments were highly skewed. These results suggest that strategy-environment fit may not be as critical as market-selection in the competitive success of firms.     

Networks of mind and networks of organizations: The map metaphor in business network research

This paper examines the definitions and uses of the network picture metaphor in industrial marketing research. Conceptually, the paper extends our understanding of networks and of representations of networks among researchers and practitioners as pictures or maps. A threefold interpretation is proposed of network pictures as representationalist, mentalist and situated. The representationalist use has dominated business-to-business network research while the mentalist use is prominent in strategic management and has recently made an entrance into industrial marketing research. The representationalist version of pictures, despite its apparent innocence, can either imply or leave unexamined the mentalist version, but mentalism stands in contradiction to much network thinking. This paper seeks to resolve the emerging contradiction of representationalist and mentalist versions of network pictures by advocating a situated version. Seeing network pictures as situated in use is helpful in grasping cognitions and actions in a manner consistent with networks. The paper concludes by developing the situated version of network pictures as ‘actants’ and sketches the benefits and implications for business researchers and practitioners.     

The business school scorecard: Examining the systematic sources of business school value

Stakeholder relationships are a critical resource that contribute to or inhibit value creation. Building on this assertion, we explore the value of the business school at a stakeholder level. We draw on research by the Canadian multistakeholder working group, the Business School Research Network (BSRN), which was established to facilitate collaborative interinstitutional research on the management and practice of business schools. We provide a conceptual model of the value chain and associated scorecard that take into account the sources of value judgments that pertain to a business school at the stakeholder‐level. Copyright © 2016 ASAC. Published by John Wiley & Sons, Ltd.     

Measuring risky adolescent cycling behaviour

Adolescents are at a greater risk of being involved in traffic accidents than most other age groups, even before they start driving cars. This article aims to determine the factor structure of a self-report questionnaire measuring adolescent risky cycling behaviour, the ACBQ (Adolescent Cycling Behaviour Questionnaire). The questionnaire's structure was based on the widely used Driver Behaviour Questionnaire (DBQ). A sample of secondary school students (N = 1749; age range: 13–18 years) filled out the questionnaire. Factor analysis revealed a three-factor structure underlying the questionnaire, which was confirmed on two equally large portions of the entire sample. These three underlying factors were identified as errors, common violations and exceptional violations. The ACBQ is a useful instrument for measuring adolescents' risky cycling behaviour.     

Epidemiology of squash injuries requiring hospital treatment

Abstract

A review of the literature revealed that data on the actual forces that children can exert on products is practically non-existent. For a number of situations, the loads resulting from actions by adults are known. The ratio between body weight and load may be used for estimating the forces that can be exerted by children. The object of the present study was two-fold

to verify the approach of estimating forces by using the body mass of children;

to fill in some of the blanks where no data is available, even for adults

Four different types of peak forces that children can exert on products were selected for the purpose of this study

standing: a push against a horizontal bar

standing: a tug at the bar

sitting: a push with the hands against the bar when sitting with the back against a support

sitting: a push with the feet against the bar when sitting with the back against a support

A total of 203 children participated, ranging from 4 to 12 years of age The methods and equipment used to measure forces are described in the paper. Forces measured and force ratios calculated for different age groups are presented. Some conclusions are:

children can exert higher forces than anticipated, especially when pushing with the feet;

boys are a bit stronger than girls, especially in the higher age groups;

the correlation between weight and forces was high enough in all cases to use body weight as a force indicator;

the ratio between force and body weight is lower in lower age groups.