search query: @indexterm SALESPEOPLE / total: 142
reference: 5 / 142
| Author: | Onyemah, V. Rouzies, D. Panagopoulos, N. G. |
| Title: | How HRM control affects boundary-spanning employees' behavioural strategies and satisfaction: the moderating impact of cultural performance orientation |
| Journal: | International journal of human resource management
2010 : AUG-OCT, VOL. 21:10-12 p. 1951-1975 |
| Index terms: | human resource management culture salespeople regression analysis job satisfaction employees control |
| Language: | eng |
| Abstract: | This article investigates how cultural performance orientation affects the influence of human resource management (HRM) controls on boundary-spanning employees' behavioural strategies and satisfaction. Based on primary data gathered from 1049 salespeople in six countries and secondary data on cultural performance orientation, multilevel regression analyses indicate that national culture affects strongly on the employees' effort allocation. The findings propose that the more behaviour controls are used with boundary-spanning employees, the less they concentrate on customers and the more attention they pay to their supervisors and non-selling tasks. In addition, findings show that cultural performance orientation increases boundary-spanning employees' job satisfaction originating from behaviour control. |
SCIMA