Testing Antecedents to Sales Performance in Postapartheid ERA: A Field Study

2006 ◽  
Vol 99 (2) ◽  
pp. 603-618 ◽  
Author(s):  
John E. Barbuto ◽  
Liezel Barbuto ◽  
Piet De La Rey ◽  
Adre B. Boshoff ◽  
Ye Xu
Keyword(s):  
Locus Of Control ◽  
Structural Equation ◽  
Sales Performance ◽  
Performance Outcomes ◽  
Equation Modeling ◽  
Insurance Company ◽  
Life Insurance Company ◽  
Sales Representatives ◽  
Entrepreneurial Attitudes ◽  
And Performance

The predictors of objectively measured sales performance were assessed with 245 sales representatives from a large South African life insurance company. Sales representatives completed measures of their locus of control, entrepreneurial attitudes, biographical history, and performance was assessed from company records of sales, net commissions earned, and lapse ratios. The nature of employment contract, job status, and race explained significant differences in performance outcomes. The predictive nature of locus of control and entrepreneurial attitudes for performance outcomes was tested using structural equation modeling procedures, with limited validity. The implications for research and practice are also discussed.

scholarly journals Use of management reports and performance of sales managers in an insurance company

2018 ◽  
Vol 29 (78) ◽  
pp. 343-354
Author(s):  
José Carlos Tiomatsu Oyadomari ◽  
Bruno Duque ◽  
Edelcio Koitiro Nisiyama ◽  
Ronaldo Gomes Dultra-de-Lima ◽  
Octavio Ribeiro de Mendonça Neto
Keyword(s):  
Structural Equation ◽  
Secondary Data ◽  
Equation Modeling ◽  
Insurance Company ◽  
Sales Managers ◽  
Business Managers ◽  
Accounting Practice ◽  
And Performance ◽  
The Relationship

ABSTRACT This article aims to investigate the relationship between perceptions of the enabling dimension and the technical validity of the management reports of an insurance company and the performance of its sales managers, mediated by the use of these reports. Companies invest resources in providing management reports for business managers to take decisions, so understanding what influences the use of these reports and whether this use is associated with performance constitutes a relevant subject for both academia and professional practice. The results may be useful for organizations that are taking decisions to invest in management reports, showing that technical validity is what best influences the use of these reports, at least in the short term, which is also a contribution to the theory. Secondary data were combined with a survey of 231 respondents from an insurance company and analyzed using the structural equation modeling (SEM) technique via partial least squares (PLS). The article contributes to the literature and management accounting practice by demonstrating that, unlike in previous studies, the enabling dimension does not positively influence the use of management reports. On the other hand, the study shows that technical validity, which is a more tangible dimension of the quality of management reports, is positively associated with their use and that this use influences the performance of the sales managers. Keywords: use of management reports, sales performance, sales managers, insurers, enabling.

Organizational identity and behaviors in strategic networks

2016 ◽  
Vol 31 (1) ◽  
pp. 36-46 ◽  
Author(s):  
Marko Kohtamäki ◽  
Sara Thorgren ◽  
Joakim Wincent
Keyword(s):  
Organizational Identity ◽  
Structural Equation ◽  
Quantitative Research ◽  
Network Performance ◽  
Performance Outcomes ◽  
Equation Modeling ◽  
Content Type ◽  
Strategic Networks ◽  
Managerial Perceptions ◽  
And Performance

Purpose – The purpose of this study is to develop and test a framework describing the interplay between collective organizational identity, network behaviors and performance in strategic networks. Design/methodology/approach – The study uses data from 141 firms that participated in strategic networks. Structural equation modeling is used to test the hypotheses. Findings – This study demonstrates how a firm’s collective organizational identity directs managerial perceptions toward partner’s opportunism in strategic networks; how these views shape interactions with network partners; and how these interactions facilitate firm adaptations within strategic networks. Moreover, it demonstrates how network adaptations affect the satisfaction with strategic network performance and how this ultimately loops back to influence organizational identity. Research limitations/implications – Given the limits of quantitative research to capture the mechanisms driving network collaborations, further case-based research on the role of organizational identity for network behaviors is needed. Practical implications – The results highlight the importance of collective organizational identity for network behaviors and positive performance outcomes. Firms that intend to engage in strategic networks should develop a collective organizational identity that supports implementing the network strategy. The results emphasize the importance of developing a collective organizational identity. Originality/value – Organizational identity in facilitating network behaviors.

Can tasks and learning be balanced? A dual-pathway model of cloud-based e-learning continuance intention and performance outcomes

Kybernetes ◽  
2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Yung-Ming Cheng
Keyword(s):  
Structural Equation ◽  
Performance Outcomes ◽  
Learning System ◽  
Equation Modeling ◽  
Medical Professionals ◽  
Continuance Intention ◽  
Content Type ◽  
E Learning ◽  
Perceived Impact ◽  
And Performance

Purpose The purpose of this paper is to examine the roles of task-technology fit (TTF), learning-technology fit (LTF) and cognitive absorption (CA) in determining medical professionals’ cloud-based electronic learning (e-learning) system continuance intention and performance outcomes and evaluate whether medical professionals’ perceived impact on learning can affect their perceived impact on tasks within medical institutions. Design/methodology/approach Sample data for this study were collected from medical professionals at six hospitals in Taiwan. A total of 600 questionnaires were distributed, and 373 (62.2%) usable questionnaires were analyzed using structural equation modeling in this study. Findings In this study, medical professionals’ perceived TTF and LTF as antecedents to their cloud-based e-learning continuance intention and performance outcomes were validated, and medical professionals’ perceived impact on learning had a positive effect on their perceived impact on tasks. Synthetically speaking, this study’s results strongly support the research model with all hypothesized links being significant. Originality/value It is particularly worth mentioning that this study introduces a new construct, “LTF,” to conceptualize, define and measure it, and further contributes to the application of capturing both expectation–confirmation model and CA (i.e. an intrinsic motivator) for completely explaining medical professionals’ perceived TTF and LTF as external variables to their cloud-based e-learning continuance intention and performance outcomes.

A Systematic Literature Review and Meta-Analysis of Entrepreneurial Personality

2021 ◽  
Vol 0 (0) ◽  
Author(s):  
Matt C. Howard ◽  
Melanie Boudreaux
Keyword(s):  
Literature Review ◽  
Systematic Literature Review ◽  
Structural Equation ◽  
Factor Model ◽  
Meta Analysis ◽  
Equation Modeling ◽  
Achievement Orientation ◽  
Entrepreneurial Attitudes ◽  
Current Article ◽  
And Performance

Abstract Entrepreneurial Personality (EP) is a collection of personality traits that broadly and strongly relate to entrepreneurial outcomes across most contexts. The goal of the current article is to address present uncertainties surrounding EP by identifying its dimensions and assessing their relations with entrepreneurial outcomes. Our systematic literature review demonstrates that seven dimensions are commonly used to represent EP: innovativeness, risk-taking, achievement orientation, locus of control, proactiveness, self-efficacy, and autonomy orientation. Via meta-analytic structural equation modeling, we find support for a one-factor model composed of these seven dimensions, suggesting that they indeed represent a unitary construct. Our meta-analysis also supports that EP and its dimensions consistently produce significant relations with entrepreneurial attitudes, intent, status, and performance. EP is thereby supported as an important component of successful entrepreneurial endeavors, and our meta-analytic results provide clear criteria for determining the inclusion of dimensions within the construct of EP – which our seven identified dimensions satisfy.

Taking social responsibilities overseas? The learning paths and performance consequences of Chinese multinationals

2021 ◽  
Vol 46 (4) ◽  
pp. 284-301
Author(s):  
Sihong Wu ◽  
Di Fan
Keyword(s):  
Structural Equation ◽  
Multinational Enterprises ◽  
Emerging Market ◽  
Performance Outcomes ◽  
Organizational Level ◽  
Equation Modeling ◽  
Individual Level ◽  
Chinese Multinationals ◽  
And Performance ◽  
Micro Foundations

Corporate social responsibility (CSR) has been seen as an effective strategy that emerging market multinational enterprises increasingly adopt in order to cope with the liability of origin, yet much less attention has been paid to the micro-foundations of such a strategy. It remains less explored as to how CSR is leveraged by individuals—that is, expatriates. Addressing this research gap, a total of 150 valid survey responses from 38 Chinese multinationals were tested using the structural equation modeling technique. The results show that expatriates’ cross-cultural competence and engagement in CSR facilitate the learning efficiency of subsidiaries. The findings also suggest that expatriates’ effort positively mediates the relationship between CSR and performance outcomes (at both individual level and organizational level). Embracing the micro-foundations perspective in CSR research, this study offers both theoretical and practical implications for future international management research.

https://imsciences.edu.pk/files/journals/vol12_2/New%201%20MA.864.pdf

2020 ◽  
Vol 12 (2) ◽  
pp. 19-50 ◽  
Author(s):  
Muhammad Siddique ◽  
Shandana Shoaib ◽  
Zahoor Jan
Keyword(s):  
Organizational Performance ◽  
Structural Equation ◽  
High Performance ◽  
Service Sector ◽  
Performance Outcomes ◽  
Theory And Practice ◽  
Relational Coordination ◽  
Multiple Sources ◽  
And Performance ◽  
High Level

A key aspect of work processes in service sector firms is the interconnection between tasks and performance. Relational coordination can play an important role in addressing the issues of coordinating organizational activities due to high level of interdependence complexity in service sector firms. Research has primarily supported the aspect that well devised high performance work systems (HPWS) can intensify organizational performance. There is a growing debate, however, with regard to understanding the “mechanism” linking HPWS and performance outcomes. Using relational coordination theory, this study examines a model that examine the effects of subsets of HPWS, such as motivation, skills and opportunity enhancing HR practices on relational coordination among employees working in reciprocal interdependent job settings. Data were gathered from multiple sources including managers and employees at individual, functional and unit levels to know their understanding in relation to HPWS and relational coordination (RC) in 218 bank branches in Pakistan. Data analysis via structural equation modelling, results suggest that HPWS predicted RC among officers at the unit level. The findings of the study have contributions to both, theory and practice.

scholarly journals Does Job Embeddedness Mediate the Effect of Resilience on Cabin Attendants’ Career Satisfaction and Creative Performance?

2021 ◽  
Vol 13 (9) ◽  
pp. 5104
Author(s):  
Aram Eslamlou ◽  
Osman M. Karatepe ◽  
Mehmet Mithat Uner
Keyword(s):  
Structural Equation ◽  
Career Satisfaction ◽  
Job Embeddedness ◽  
Performance Outcomes ◽  
Theory And Practice ◽  
Equation Modeling ◽  
Future Research ◽  
Conservation Of Resources ◽  
Creative Performance ◽  
The Impact

An increasing body of research suggests job embeddedness (JE) as a motivational variable influencing employees’ attitudinal and behavioral outcomes such as quitting intentions and task performance. Personal resources have been reported to affect JE and these outcomes. However, little work has investigated the antecedents and consequences of JE among cabin attendants. There is also a dearth of empirical research regarding the mechanism linking resilience to cabin attendants’ affective and performance outcomes. Therefore, drawing on conservation of resources and JE theories, we propose a conceptual model that examines the interrelationships of resilience, JE, career satisfaction (CSAT), and creative performance (CPERF). Moreover, the model explores JE as a mediator of the impact of resilience on CSAT and CPERF. These linkages were tested via data collected from cabin attendants and their pursers. The findings from structural equation modeling reveal that resilience boosts cabin attendants’ JE, CSAT, and CPERF. As predicted, JE is a mediator between resilience and CSAT. Our paper culminates with implications for theory and practice as well as future research directions.

scholarly journals Behavioral engagement and disaffection in school activities: Exploring a model of motivational facilitators and performance outcomes

2015 ◽  
Vol 31 (3) ◽  
pp. 869 ◽  
Author(s):  
Antonio González ◽  
Paola Verónica Paoloni
Keyword(s):  
Perceived Control ◽  
Structural Equation ◽  
Structural Equation Models ◽  
Performance Outcomes ◽  
Theory And Practice ◽  
Behavioral Engagement ◽  
School Activities ◽  
Structural Relationships ◽  
And Performance

Previous research has shown that perceived control, task value, behavioral engagement and disaffection are personal determinants of academic performance. However, little research has simultaneously examined these constructs in secondary education. The present study analyzed the structural relationships between these variables and the role of engagement and disaffection as mediators of control and value on performance. Participants were 446 students (51.3% girls) ranging in age from 12 to 16 years attending six Spanish compulsory secondary schools (from 7th to 10th grades). The variables were assessed over a nine-month period. Structural equation models results confirmed the hypotheses: control and value significantly predicted engagement, disaffection, and performance; engagement and disaffection predicted performance and partially mediated the effects from control and value on performance. Implications for psycho-educational theory and practice are discussed.

Relationships Between Perfectionism, Stress, and Basic Need Support Provision in Dance Teachers and Aesthetic Sport Coaches

2021 ◽  
Author(s):  
Sanna M. Nordin-Bates ◽  
Gareth Jowett
Keyword(s):  
Perceived Stress ◽  
Autonomy Support ◽  
Structural Equation ◽  
Basic Needs ◽  
Well Being ◽  
Performance Outcomes ◽  
Equation Modeling ◽  
Dance Teachers ◽  
Socially Prescribed Perfectionism ◽  
Sport Coaches

A substantial body of evidence links perfectionism to well-being and performance outcomes in dancers and athletes. Yet, we know relatively little about leaders’ perfectionism in dance and sport. This is important because leaders’ perfectionism likely impacts both themselves and their performers. In this study, we examined relationships between leader perfectionism, their provision of basic needs support, and whether stress explains these relationships. Aesthetic activity leaders (N = 463; n = 336 dance teachers, n = 127 aesthetic sport coaches, and n = 376 female; Mean age = 35.47 and SD = 12.46 years) completed an online questionnaire measuring multidimensional perfectionism (self-oriented perfectionism, SOP; socially prescribed perfectionism, SPP; and other-oriented perfectionism, OOP), self-reported provision of basic needs support (autonomy, competence, and relatedness), and perceived stress. Correlations suggested that leaders displaying higher levels of any perfectionism dimension (SOP, SPP, and OOP) provided less support for autonomy and perceived higher levels of stress. Leaders displaying higher levels of SPP also reported providing less support for competence. Structural equation modeling revealed that perceived stress partially mediated the relationships between perfectionism and provision of basic needs support. Socially prescribed perfectionism shared a negative indirect relationship with autonomy support as well as negative direct and indirect relationships with competence support, both via perceived stress. By contrast, OOP shared positive indirect relationships with autonomy support and competence support via perceived stress. Based on these findings, it would be prudent for dance and sport organizations to minimize pressures on leaders to be perfect, help them identify how their perfectionism impacts both themselves and others, and work with them to optimize basic needs support.

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