Effects of Job Embeddedness on Salesperson Customer Orientation: The Roles of Organization-Based Self-Esteem and Collect
In today’s age of relational selling, customer orientation (CO) takes on augmented importance for salespeople who strive to perform better and nurture long-term customer relationships. While previous research has revealed many interesting antecedent varia
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ABSTRACT In today’s age of relational selling, customer orientation (CO) takes on augmented importance for salespeople who strive to perform better and nurture long-term customer relationships.
While previous research has revealed many interesting
antecedent variables to salesperson CO, relatively less is known about the influence of personal variables on the salesperson CO. In this study, we endeavor to examine an important, yet under-researched, personal-level variable, job embeddedness, and understand its effects on the salespeople’s CO. Data were collected from business-to-business salespeople, and a moderated mediation analysis revealed that job embeddedness and collectivism interacted to affect organization-based self-esteem, which in turn was related to CO. Results were discussed. References available upon request.
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