Thomas W. Leigh

A new look at psychological climate and its relationship to job involvement, effort, and performance.

This study investigated the process by which employee perceptions of the organizational environment are related to job involvement, effort, and performance. The researchers developed an operational definition of psychological climate that was based on how employees perceive aspects of the organizational environment and interpret them in relation to their own well-being. Perceived psychological climate was then related to job involvement, effort, and performance in a path-analytic framework. Results showed that perceptions of a motivating and involving psychological climate were related to job involvement, which in turn was related to effort. Effort was also related to work performance. Results revealed that a modest but statistically significant effect of job involvement on performance became nonsignificant when effort was inserted into the model, indicating the mediating effect of effort on the relationship. The results cross-validated well across 2 samples of outside salespeople, indicating that relationships are generalizable across these different sales contexts.

The Consumer Quest for Authenticity: The Multiplicity of Meanings Within the MG Subculture of Consumption

Authenticity in the consumption context is an important topic within the marketing literature. This article explores authenticity’s multiplicity of meanings within the MG brand subculture of consumption. An ethnographic approach guided data collection, which included participant observation, photo and document reviews, informal conversations, and formal, in-depth interviews with 58 MG owners. The data show that MG owners gain a sense of authenticity in the consumption context via the object and its ownership, consumer experiences, and identity construction and confirmation. As an object, an MG is authentic if it broaches an ideal standard and preserves the brand heritage. An MG experience is authentic when an owner interacts with the car through driving and self-work activities. Finally, an MG owner authenticates his or her identity through role performance and communal commitment. Implications are discussed in light of brand management.

Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation

Selling is the primary performance-related activity in the sales job, yet descriptions of the task-specific knowledge of sales personnel are rare. In a two-phased (free elicitation and validation) ...

The Attenuating Effect of Role Overload on Relationships Linking Self-Efficacy and Goal Level to Work Performance

The reported research examines the moderating effects of role overload on the antecedents and consequences of self-efficacy and personal goal level in a longitudinal study conducted in an industrial selling context. The results indicate that role overload moderates the antecedent effect of perceived organizational resources on self-efficacy beliefs. They also show that role overload moderates the direct effects of both self-efficacy and goal level on performance, such that these relationships are positive when role overload is low but not significant when role overload is high. Further, the results reveal a pattern of moderated mediation, in which goal level mediates the indirect effect of self-efficacy on performance when role overload is low but not when it is high. Implications for theory and managerial practice are discussed.

Selling in the new millennium: A joint agenda

Abstract Progressive sales organizations are becoming more strategic in their approaches to the initiation, development, and enhancement of customer relationships. In moving to a more strategic, less tactical approach, these organizations are exploring new leadership models to direct change. In addition, they are using emerging technologies to support sales strategy. This article presents a 15-point joint agenda following a review of pertinent research in the sales strategy, leadership, and technology areas. This joint agenda offers action items, food for thought, and research ideas for sales executives, academicians, trainers, consultants, and professional organizations.

Assessing the Quality Ranking of the Journal of Advertising, 1986–1997

Abstract Recent attention has been paid to the use of citation analysis as an approach to examining relative journal quality and prestige, as well as the relative scholarly status of academic communities and disciplines. The fundamental notion is that citations are objective indicators of knowledge use by scholars and knowledge flows among academic communities. In that context, the authors examine the journal quality ranking of the Journal of Advertising in relation to 33 marketing, advertising, and business journals over the 1986–1997 time period. They find evidence that JA ranks respectably among specialty marketing, advertising, and business journals, but, as expected, generally below the general marketing and business journals.

CRM in Sales-Intensive Organizations: A Review and Future Directions

With the advent of technology enabling greater customer tracking, more robust knowledge management, and direct customer communication, the implementation of customer relationship management (CRM) strategies has grown in importance with many implications for sales-intensive organizations. Implications of CRM strategy, analytical CRM, and operational CRM are discussed, particularly in terms of research opportunities. Although there are, no doubt, many other interesting and worthwhile research opportunities available, the nexus of technology, CRM, and sales-intensive go-tomarket strategies provide myriad opportunities for exciting research.

Research Priorities in Sales Strategy and Performance

A set of research issues and questions concerning strategic aspects of the sales function is developed, using as a framework the following “best practices” from industry identified by the Chally Group (1998): (1) establishing a customer-centric culture; (2) market segmentation; (3) market adaptability; (4) information technology; (5) sales, service, and technical support systems; (6) customer feedback and satisfaction; and (7) selecting and developing sales personnel. The article highlights the potential for sales academicians who pursue these research topics to contribute substantively to the effectiveness and efficiency of the sales function in modern organizations.

Cognitive Selling Scripts and Sales Training

AbstractSales training commonly capitalizes on such methods as direct observation, role-playing, and videotaping of sales presentations. These vicarious learning approaches are recognized to be more efficient than self-learning through direct selling experiences. Recent evidence suggests that vicarious learning may be the most effective way to learn as well. Complex skills, especially social skills such as selling, are more completely and accurately learned when cognitive prework and feedback are provided. This paper discusses the potential of the cognitive selling script in enhancing the effectiveness and efficiency of sales training programs. Scripts are described as cognitive structures concerning how to sell. Incorporation of the selling scripts of experienced, successful sales personnel into sales training promises to further enhance the effectiveness and efficiency of such programs.

Do feelings of success mediate sales performance-work attitude relationships?

A psychological success model of the relationships between sales performance and job attitudes is developed and tested. The model posits that feelings of success mediate the relationship between work performance and job satisfaction. Previous research based on purely cognitive theoretical models has posited a direct relationship between performance and satisfaction, but typically has found no empirical relationship. The psychological success model posits that the relationships between performance and job attitudes are indirect and mediated by feelings of success. The results generally validate the model. Implications for theory and managerial practice are drawn and directions for future research incorporating affect into models of work behavior are suggested.