Do citizenship behaviors matter more for managers than for salespeople?

Article Abstract:

The author discusses whether organizational citizenship behaviors (OCBs) can be used as determinants for employee performance. This research concludes that OCBs impact the performance evaluations of managers and sales personnel alike, but have a higher magnitude of impact at the managerial level.

Author: MacKenzie, Scott B., Podsakoff, Philip M., Paine, Julie Beth
Publisher: Sage Publications, Inc.
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 1999
Analysis, Employee performance appraisals, Organizational behavior, Performance appraisals, Sales managers

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Transformational and transactional leadership and salesperson performance

Article Abstract:

Research shows transformational leadership is a significant factor in motivating sales personnel, clearly more so than transactional leader behavior. This also remains true when common method biases are controlled.

Author: MacKenzie, Scott B., Podsakoff, Philip M., Rich, Gregory
Publisher: Sage Publications, Inc.
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 2001
Insurance, Insurance Carriers and Related Activities, INSURANCE CARRIERS, Business, Research, Management, Insurance industry, Leadership

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The dangers of poor construct conceptualization

Article Abstract:

The ideas contained within scholarly marketing literature will not be understood or will be misunderstood if the work is not well written.

Author: MacKenzie, Scott B.
Publisher: Sage Publications, Inc.
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 2003
Scholarly publishing, Authorship, Marketing literature

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Subjects list: Statistical Data Included, United States, Evaluation, Sales personnel, Salespeople, Marketing
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