The DOI matches its Crossref record; 9 of the 9 references it cites were found in a registry or an index.
Organizational Citizenship Behaviors and Sales Unit Effectiveness
Abstract
Organizational citizenship behaviors (OCBs) are defined as discretionary, extra-role behaviors on the part of a salesperson that have been shown to influence managers’ evaluations of performance. It has been suggested that one reason managers value OCBs is that they believe OCBs contribute to organizational success. The authors’ purpose is to investigate the impact of OCBs on objective unit performance and compare this effect with the impact that OCBs have on managerial evaluations. First, the impact of OCBs on overall performance evaluations is examined. Second, the aggregate effects of unit-level OCBs on agency performance are examined using objective performance data for 116 agencies in a major insurance company. The results show that OCBs make an important contribution to overall agency performance; however, some citizenship behaviors appear to help and others hinder agency performance. Finally, a comparison of the results of the two studies suggests that managers tend to overvalue some citizenship behaviors and undervalue others.
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Cites
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Self-citation
Cited by
Podsakoff, P. M., MacKenzie, S. B., Lee, J.-Y., & Podsakoff, N. P. (2003) · Journal of Applied Psychology · doi:10.1037/0021-9010.88.5.879 · Cited by 82,194
Self-citationPodsakoff, P. M., MacKenzie, S. B., Paine, J. B., & Bachrach, D. G. (2000) · Journal of Management · doi:10.1177/014920630002600307 · Cited by 5,897
Self-citationUsing the job demands-resources model to predict burnout and performance
Bakker, A. B., Demerouti, E., & Verbeke, W. (2004) · Human Resource Management · doi:10.1002/hrm.20004 · Cited by 2,565
Podsakoff, N. P., Whiting, S. W., Podsakoff, P. M., & Blume, B. D. (2009) · Journal of Applied Psychology · doi:10.1037/a0013079 · Cited by 2,356
Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration
De Wulf, K., Odekerken-Schröder, G., & Iacobucci, D. (2001) · Journal of Marketing · doi:10.1509/jmkg.65.4.33.18386 · Cited by 2,083
Metadata
- Authors
- Posdakoff, P. M., & Mackenzie, S. B.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1994-08
- Volume
- 31
- Issue
- 3
- Pages
- 351-363
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2090814489
- Cited by
- 1,097
- References
- 9
- FWCI
- 12.75
- Type
- journal article
- Language
- en
- Open access
- closed
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Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
