Person–organization fit, OCB and performance appraisal: Evidence from matched supervisor–salesperson data set in a Spanish context |
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Authors: | Belén Bande Vilela José A Varela González Pilar Fernández Ferrín[Author vitae] |
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Institution: | aUniversity of Santiago de Compostela, Facultad de Administración y Dirección de Empresas, Departamento de Organización de Empresas y Comercialización, Avda. Alfonso X el Sabio, s/n (Lugo) 27002 Spain;bUniversity of Santiago de Compostela, Facultad de CC. Económicas y Empresariales, Departamento de Organización de Empresas y Comercialización, Avda. Juan XXIII, s/n, Santiago de Compostela, 15782 Spain;cUniversidad del País Vasco, Escuela Universitaria de Estudios empresariales, Departamento de Economía Financiera II, Vitoria-Gasteiz, 01006 Spain |
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Abstract: | Despite the extensive work carried out by sales researchers regarding the influence of organizational citizenship behaviors (OCB) on significant individual and organizational outcomes, it is still of interest to address new research questions and support previous results with samples from different organizational settings and other countries. Researchers have also identified the need to thoroughly investigate relationships between different antecedents of extra-role behaviors.In this study, we intend to test a two-part model. The first part of the model assumes that a salesperson's OCB is determined by Person–Organization fit and that this relationship is mediated by the salesperson's job satisfaction and organizational commitment. The second part examines the impact that such behavior may have on the supervisor's rating of the salesperson's performance.Data collected from 122 salesperson–supervisor dyads from 35 firms confirmed that Person–Organization fit has a positive effect on OCB due to the effect it has on the salesperson's job satisfaction. The results also verified the positive effect of OCB on the supervisor's evaluation of the sales agent's performance, both directly and indirectly, through the impact OCB had on the supervisor's fondness of the salesperson. Certain implications of this study, as well as directions for future research, are also addressed. |
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Keywords: | Person&ndash Organization fit OCB Salesperson performance rating Job satisfaction Organizational commitment |
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