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.

The purpose of this study is to investigate the influence of ambidextrous strategy on supply chain resilience and its impact on firm performance, employing the Dynamic Capabilities View.

Through a survey of 215 supply chain professionals, the research employs a structural equation modeling analysis to examine the relationships between ambidexterity, agile operations, resilience, and performance.

The findings demonstrate that the ambidextrous strategy significantly enhances both agile operations and supply chain resilience. In turn, agile operations and resilience positively impact firm performance. The study also reveals that agile operations and supply chain resilience partially mediate the relationship between ambidextrous strategy and firm performance.

This research contributes to the supply chain management literature by highlighting the importance of an ambidextrous approach in fostering agile operations and resilience, thereby improving firm performance. It extends the dynamic capabilities view framework by elucidating how ambidexterity acts as a pivotal mechanism for adapting to disruptions and securing competitive advantage in volatile markets. Finally, measurements of ambidextrous strategy and resilience are provided to further enhance practitioners’ understanding of building these important components in networks.