Search results

To most people, money is a motivator, which is robustly true for salespeople. A high love of money attitude predicts university students’ poor academic performance in a business course and cheating in laboratory experiments and multiple panel studies, but money (income) itself does not predict dishonesty. Extrinsic reward undermines intrinsic motivation. Very little research has incorporated the grit construct in the sales literature and explored the relationship between grit and the love of money. Further, a growth mindset and a fixed mindset may also impact salespeople’s job performance. This study aims to explore a brand-new theoretical structural equation model (SEM) and investigate the relationships between individual characteristics (growth and fixed mindsets and grit orientation) and job performance directly and indirectly through a mediator – salespeople’s love of money attitude.

This study uses Qualtrics and collects data from 330 business-to-business (B2B) salespeople across several industries in the USA. This study uses a formative SEM model to test this study’s hypotheses.

First, there are significant correlations among grit, a growth mindset and a fixed mindset, revealing no construct duplication or redundancy. Second, both a growth mindset and grit indirectly enhance job performance through the love of money attitude – a mediator, offering a brand-new discovery. Third, counter-intuitively, a growth mindset and grit do not directly improve job performance. Fourth, grit is significantly and negatively related to the love of money attitude, adding a new twist to this study’s theoretical model. Fifth, a fixed mindset undermines job performance directly but is unrelated to the love of money. Overall, B2B salespeople’s love of money attitude (employee demand) undermines sales personnel’s self-reported job performance (organization demand) in the organization and employee’s supply and demand exchange relationship.

The findings reveal that a growth mindset, a fixed mindset and grit contribute differently to sales personnel’s love of money attitude and job performance in this study’s theoretical model. The love of money serves as a mediator. A commonly accepted belief is that money is a motivator. Money (income) itself and the love of money attitude are two separate constructs. This study’s novel discoveries provide the essential missing monetary-aspirations-to-job-performance link in the literature – ardent monetary aspiration undermines self-reported job performance. This study offers inspiration to help decision-makers make happy, healthy and wealthy decisions and improve performance.

This study aims to rectify a significant gap in traditional sales control research, which has predominantly focused on identifying factors contributing to positive sales performance, neglecting the essential conditions necessary for achieving these outcomes. This oversight is critical, particularly in inside sales, where dynamics are complex and monitoring stringent. Using necessary condition analysis (NCA), this research aims to delineate the indispensable “must-have” factors – specifically, activity and capability controls – crucial for achieving effective sales control outcomes and enhancing agent satisfaction within an inside sales context.

This study used a two-wave email survey to collect data from 184 business-to-business inside sales agents. NCA was used to identify the indispensable conditions that directly influence sales outcomes and agent satisfaction. This methodological choice allows for a nuanced exploration of how individual and combined sales control elements, such as activity and capability controls, contribute to overall sales effectiveness, addressing the what and the why of necessary conditions in sales control systems.

The findings underscore the critical role of both formal and informal sales controls in shaping effective sales environments. Specifically, activity and capability controls emerged as essential, nonsubstitutable conditions for achieving desired sales outcomes. Furthermore, cultural controls, grounded on autonomous motivation, significantly influence agent behavior and job satisfaction, often outweighing the impact of traditional behavioral and outcome controls. These insights reveal the complex interplay of formal and informal mechanisms in driving sales performance within the high-demand context of inside sales.

For sales managers and organizational leaders, the study’s insights offer actionable strategies to enhance inside sales performance and agent satisfaction. Emphasizing the integration of cultural controls can foster a supportive work environment conducive to high performance. In addition, understanding the non-substitutable nature of certain sales activities and capabilities enables managers to prioritize these elements within their control systems. By applying these findings, sales organizations can refine their control strategies to support their teams better, ensuring that essential conditions for success are met and potentially increasing overall sales effectiveness.

This research introduces NCA to sales control studies, significantly enriching the academic dialogue by shifting focus from sufficient to indispensable conditions for sales success. It uniquely identifies the essential factors that must be present for sales effectiveness and agent satisfaction, offering a pioneering perspective within sales research. The study bridges a critical research gap by comprehensively analyzing both formal and informal controls within the specific context of inside sales. It enhances practical understanding of effectively managing and motivating inside sales teams in various market conditions.

This study aims to evaluate the activation of personality traits (PTs) as a means of explaining the emergence of intrapreneurial behaviour (IB) in engineers, particularly in response to goal-setting freedom (GSF) cues. Hence, this study proposes and empirically assesses the theoretical model underpinning trait activation theory (TAT), enriching its application by integrating goal-setting theory.

The proposed theoretical model was evaluated through a cross-sectional survey of 296 engineers in Pakistan’s textile industry. Testing of hypotheses using analysis of the data was done using partial least squares structural equation modelling (PLS-SEM).

The obtained results revealed a positive relationship between the PTs of extraversion, conscientiousness, openness to experience and emotional stability with IB, while agreeableness was not found to have a significant relationship. The situational cue of GSF activated these traits, validating the theoretical model and demonstrating the contextual influence of autonomy on personality expression.

Granting engineers greater GSF can significantly enhance their IB. Organisations should foster environments that support autonomy to drive innovation, leveraging the intrinsic motivation and creativity of their engineers. This approach can lead to increased innovation, proactive problem-solving and competitive advantage.

This study contributes to the literature by extending TAT within the textile industry, illustrating how GSF acts as a situational moderator. It bridges gaps in understanding sector-specific dynamics and underscores the role of autonomy in activating PTs to foster innovation, proactiveness and risk-taking behaviours in organisational contexts.

While servant leadership is widely recognised as a key factor in driving employee performance and various psychological outcomes, there remains a notable gap in understanding how it influences employee embeddedness through fostering harmonious relationships, particularly within energy-centric social enterprises. This study seeks to address this gap by investigating how servant leaders’ behaviours can effectively cultivate harmonious relationships, ultimately leading to increased employee embeddedness within organisations. Additionally, this study introduces a novel aspect by examining how an individual psychological trait, specifically a propensity for risk-taking, may influence the indirect effect of servant leadership on employee embeddedness.

To test this model, data from 309 respondents was collected through a three-wave survey design. The simple mediation analysis was performed using the PROCESS macro-Model 4, and the moderated mediation analysis was performed using the PROCESS macro-Model 8.

The findings indicate that harmonious passion serves as a significant mediator between servant leadership and employee embeddedness. Notably, this relationship is amplified among individuals with higher levels of the risk-taking trait.

The study addresses the research gaps in the interplay between individual traits and the psychological effectiveness of servant leadership in inducing harmonious passion, leading to socio-emotional outcomes such as employee embeddedness. Further, by addressing the issues related to employee retention in social enterprises, this research helps social entrepreneurs create a desirable societal impact without experiencing human resource hurdles. By doing so, this investigation significantly contributes to the research community, practitioners and society at large.

Incivility can be used to target minority groups as a form of discrimination. This paper aimed to assess the extent to which older workers are particularly targeted by cyber incivility.

Study 1 used a cross-sectional design via an online crowdsourcing platform (N = 208). Study 2 (N = 227) employed a daily diary approach with an age diverse sample.

Age does not directly affect perceptions of cyber incivility, but moderates the relationships between cyber incivility and vitality and vigor. In Study 1, older workers experienced a weaker relationship between perceptions of cyber incivility and increased reports of vigor. Conversely, in Study 2, older workers who experienced cyber incivility reported reduced daily vitality both on the same day and the following day.

The discussion explores the nuances of vigor and vitality in older workers. Additionally, despite research on selective incivility, these studies suggest that while older workers may not be selectively targeted for cyber incivility, they struggle more with its repercussions.

This study examines the impact of humble leadership on the service recovery performance (SRP) of frontline service employees (FSEs) in the hospitality industry. It also explores the mediating underlying mechanisms of psychological empowerment and employee engagement, along with the moderating role of employee proactive personality.

To test our predictions, we used a cross-sectional research design, drawing on a sample of 456 frontline service employees in Egypt’s hospitality industry. The data were analyzed by using SPSS 27 and AMOS 22.

The study reveals a positive association between humble leadership and SRP, with psychological empowerment and employee engagement bridging this relationship. Furthermore, an employee’s proactive personality strengthens both the direct influence of humble leadership on these mediating mechanisms –psychological empowerment and engagement – and the indirect impact of humble leadership on SRP through these two mechanisms.

To foster SRP among frontline service employees, firms should promote humble leadership practices among their managerial and supervisory staff. In addition, leaders should enhance psychological empowerment and engagement among their employees while also seeking to recruit employees with proactive personalities.

This study extends the effect of humble leadership to SRP, an unexplored consequence in current scholarly literature. Findings about the underlying mechanisms of psychological empowerment and engagement and the conditional effect of proactive personality deepen our understanding of how and when humble leaders are more effective in shaping SRP.

This article discusses research addressing apartment owners’ reluctance to adopt solar photovoltaic (PV) technology by focusing on factors directly relevant to strata property owners. The research utilised a motivation-opportunity-ability (MOA)-based conceptual model and market segmentation, identifying discrete segments within this population with regards to their attitudes to solar PV adoption and informing solar PV adoption interventions tailored to each.

The research utilised a tailored survey distributed to strata property owners. To identify segments within the resulting 547-respondent sample, latent class analysis and k-means cluster analysis were performed.

Data analysis revealed three discrete segments within this sample: “Frustrated Advocates”, who are highly supportive of strata solar but are less likely to consider it feasible for their particular strata scheme and who might respond to an ongoing collaborative intervention; “Passive Supporters”, who are more confident that strata solar would be feasible for their scheme but less enthusiastic in their personal support; and “Older Avoiders”, who are indifferent to strata solar in principle, unwilling to support it in practice, and who might require a carrot-and-stick approach that recognises their actual motivations.

The research does not test interventions targeting the identified segments. However, its findings can inform tailored interventions and subsequent case studies, and influence broader research into multi-stakeholder decision-making.

This article proposes intervention strategies based on the segments' identified characteristics, to encourage and support adoption of solar PV in existing strata properties.

This article could help strata property owners and their tenants to access an important form of renewable energy.

Through the application of an MOA-based model, this article enhances extant literature by enabling the conceptualisation of the directly relevant factors facing strata property owners seeking to adopt solar PV, particularly the need for collective approval from diverse stakeholders, and demonstrates how a segmentation-based methodology can provide robust findings with regards to their resulting attitudes.

With the widespread popularity of Esports, Esports game addiction has attracted wide attention. This research explores the causes of Esports game addiction among college students in Mainland China and the influence of specific participation motivation and self-control on college students’ Esports game addiction.

This research applied the organismic integration theory (OIT) instead of the basic psychological needs theory using Honor of Kings, the most popular Esports game in the form of multiplayer online battle arena (MOBA) among Chinese college students. A total of 339 completed questionnaires were finally analyzed. SmartPLS 2.0 M3 was used to perform the PLS-SEM analysis on the relationship between self-control, participation motivation and Esports game addiction.

Only introjected regulation and a motivation positively impacted Esports game addiction, while intrinsic motivation, integrated regulation, identified regulation and external regulation had surprisingly no effect on Esports game addiction.

Scant studies have explored Esports game addiction in MOBA games, especially in Asia. Results showed that parents, schools and society should consciously strengthen the education and exercise of students’ self-control ability to prevent Esports game addiction. Game developers should appropriately adjust game structures and functions to prevent college students from using them as social tools or games to escape reality.

Responding to the call for more research on the consequences of grit, this study aims to examine the relationship between grit and employees’ perceived employability. Drawing on the self-determination theory, the authors hypothesize that job involvement and team member proactivity sequentially mediate the relationship between grit and employability.

A time-lagged research design with a one-month interval was conducted to collect data from three public sector organizations in China (N = 484). The model was tested using confirmatory factor analysis, correlation analysis and the PROCESS bootstrapping program in SPSS25.0 and AMOS21.0 software.

The findings reveal that the positive effect of grit on employability is mediated by job involvement and team member proactivity sequentially.

The authors contribute to the literature on the employability outcomes of grit. It is also one of a few studies that use a job perspective on the grit−employability relationship.

Recent research has established the importance of grit as a psychological resource in yielding a number of beneficial outcomes. However, the mechanisms linking grit with its consequences are yet to be explored fully. Drawing upon self-determination theory (Deci and Ryan, 2000) and the self-concordance model (Sheldon and Elliot, 1999), the present study aims to examine the impact of grit on employee well-being via the indirect path of need satisfaction. Further, the study explores the moderating role of psychological empowerment in the relationship between grit and need satisfaction.

The data were gathered from Indian service sector employees (n = 798). Standardized instruments were used to measure the variables under investigation.

The findings ascertained a positive relationship between grit and employee well-being in the organizational context. The structural equation modeling analysis suggested that need satisfaction partially mediated the path leading from grit to employee well-being. Further, the findings obtained from PROCESS Macro analysis revealed a conditional moderating effect of psychological empowerment in bolstering the hypothesized mediation path involving grit, need satisfaction, and employee well-being.

The present study contributes to positive organizational behavior literature by uncovering the inter-linkage between grit and well-being in terms of intermediary mechanism. The theoretical and managerial implications, along with the limitations of the study, have been discussed.