Individual and contextual influences on the affective commitment of retail salespeople

Abstract

Salesperson characteristics as well as managerial approaches have been found to play an important role in the development of positive attitudes by salespersons towards an organisation. This study integrates these two research areas to investigate the personal and contextual antecedents of affective organisational commitment of retail salespeople. Fit theory and the literature on person–situation interaction provide the theoretical bases for explaining how salesperson selling skills, job liking, and empowerment individually and jointly influence affective commitment. A multilevel modelling approach is used to analyse data from 105 sales managers and 419 salespeople. Findings reveal that salespersons' affective commitment is influenced by their selling skills, degree of job liking, tenure, and empowerment. The results also indicate that the impact of selling skills on affective commitment is higher when empowerment is high. Based on the study's findings, implications for managing salespeople as well as limitations and suggestions for future research are offered.     

工作嵌入的理论思考：社会网络、匹配理论和资源理论的启发

文章在对实证研究结果进行整理和分析的基础上,借助社会网络理论、匹配理论、资源理论的研究成果,尝试明确联结、匹配、牺牲三个关键维度的内涵,区分工作内嵌入与工作外嵌入的不同作用机制,并提出未来的研究方向和建议。     

The relationship between perceptions of HR practices and employee outcomes: examining the role of person–organisation and person–job fit

Human resource management (HRM) practices can play an important role in matching people with the organisations and the jobs they work in. However, little is known about how employees perceive and interpret HR practices and whether or how these perceptions relate to perceptions of person–organisation (P–O) and person–job (P–J) fit. This study aims to bridge strategic HRM and person–environment fit literature by examining possible mediating and moderating roles of P–O and P–J fit in the relationship between employee perceptions of a broad set of HR practices and employee attitudes and behaviours. Results from a sample of 412 employees support direct relationships as well as a mediating and moderating role of P–O and P–J fit in the relationship between perceived HR practices and employee outcomes.     

Translating corporate social performance into financial performance: exploring the moderating role of high-performance work practices

The purpose of this study is to examine the role of high-performance work practices (HPWPs) in helping to translate corporate social performance (CSP) into corporate financial performance (CFP). We employ arguments from the behavioral view of human resource management to highlight the vertical connection between a firm's proclivity for CSP and the management practices it adopts. Furthermore, we examine the moderating influence of HPWPs on the CSP–CFP linkage. Results suggest that HPWPs moderate the relationship between CSP and financial outcomes, and suggest that human resource practices may play an important role in enhancing a positive CSP–CFP relationship by helping to vertically align the behaviors of employees with the values and orientation of the organization.     

Prerecruitment organizational perceptions and recruitment website information processing

Despite the prevalent use of the Internet for recruitment purposes, little is known about how job seekers process presented information, particularly before organizations have actively recruited these job seekers. In this study, we examine the effects of prerecruitment perceptions of familiar organizations before exposure to information on organizational recruitment websites using a combination of undergraduate students and employees of a large university located in the southwestern USA (N = 75). Participants completed a three-part study that allowed us to investigate how these prerecruitment perceptions impact the reported time spent viewing recruitment websites and the ability to recall website information. We used two hierarchical moderated multiple regression models to test study hypotheses. Our results suggest that job pursuit intentions may influence processing of job and organizational information presented on recruitment websites, and this influence is moderated by subjective fit perceptions. Specifically, we find that participants who indicated high job pursuit intentions and low perceptions of subjective fit were more likely to spend time on a recruitment website and recall presented information one week after viewing it. We discuss the implications of these findings for organizations as they design and implement early recruitment activities.     

Person–organization fit and the war for talent: does diversity management make a difference?

This study investigates the importance of diversity management in applicants' job choice decisions. According to the person–organization fit theory, individuals make assessments of fit between their personal values and the values of the organizations, and they make job choice decisions based on these assessments. A survey of 113 MBA job seekers concluded that women and ethnic minorities found diversity management to be important when accepting offers of employment. In addition, high achievers and new immigrants rated organizations with diversity management as more attractive as potential employers. The findings suggest a need to place a higher emphasis on diversity management in women and minority applicant attraction.     

Do I Really Want to Work Here? Testing a Model of Job Pursuit for MBA Interns

Job pursuit refers to the intentions, decisions, or behaviors indicative of a candidate's interest in a particular employer. This study develops and tests a process model of job pursuit for MBA interns with data collected before, during, and after their internships. Our model integrates theory from the person‐environment fit and organizational socialization literature. Results show pre‐entry person‐organization (P‐O) fit and social aspects tactics jointly motivate proactive information seeking about the employer (from those inside and outside the assigned department) during the internship, and interactively motivate information seeking outside the assigned department. Yet, only information seeking inside the assigned department is related to learning about the employer. Learning about the employer also predicts job‐acceptance intentions, which in turn predicts job‐acceptance decisions. The model developed in this study should serve as a guide to help human resource managers understand job pursuit and acceptance in internships and other similar employment relationships. © 2014 Wiley Periodicals, Inc.     

团队模式下人力资源选拔理论与方法的改进——基于"个体-团队"匹配视角的分析

随着越来越多的企业在业务运作中采用了团队这一组织模式,如何有效的进行团队人力资源选拔与配置成为当前研究与实践共同关注的焦点。个体与团队的匹配是团队高效运作的重要前提。文章在对团队人力资源选拔的特殊要求以及“个体一团队”匹配的概念模型进行剖析的基础上,从工作分析、人力资源测评方法和测验工具三个方面对团队模式下的人力资源选拔的理论模型进行了改进,并分别给出了一些实际应用的操作方法。     

基于任务技术匹配的“互联网+回收”价值共创行为研究

本文根据修改后的任务技术匹配模型,采用多项式回归和响应面分析法,对互联网回收平台的任务技术匹配度与消费者的心理距离及价值共创行为间的关系进行分析。本文的结果表明当任务特征与技术特征水平一致时,高度匹配对心理距离的影响大于低度匹配;当任务特征与技术特征水平不一致时,匹配过度对心理距离的影响大于匹配不足;心理距离在任务技术匹配度与价值共创行为间起中介作用。该研究丰富了任务技术匹配模型的理论成果,对促进电子废弃物规范化回收有一定启发意义。     

人-组织匹配与离职意向:组织承诺的中介效应研究

本文旨在考察人-组织匹配对员工离职意向的影响,着重检验组织承诺的中介作用机制。通过对387名来自企业、银行、政府和事业单位的员工进行问卷调查,结果发现：人-组织匹配程度越高,员工的离职意向越低;组织承诺越高,员工的离职意向越低;人-组织匹配对员工离职意向的影响通过情感承诺和规范承诺的部分中介作用来实现。该结果说明：人-组织匹配对员工离职意向具有重要影响,情感承诺和规范承诺在其中发挥了关键作用。