Omer Torlak and Umut Koc
Organizational citizenship behavior (OCB) has continuously been an important issue for almost three decades. In contrast with the high interest in OCB, the effects of materialism…
Abstract
Purpose
Organizational citizenship behavior (OCB) has continuously been an important issue for almost three decades. In contrast with the high interest in OCB, the effects of materialism on OCB have not attracted sufficient attention in the literature. The aim of this study is to examine the relationship between the materialistic attitudes of salespeople working in pharmaceutical and household white goods and furniture (HWGF) sectors and their OCB.
Design/methodology/approach
It is hypothesized that materialistic attitude is one of the dispositional variables which is an antecedent of OCB. A total of 199 salespeople who work for pharmaceutical and HWGF sectors in Eskisehir, Turkey were surveyed. The questionnaire consisted of two scales to measure materialistic tendencies and OCB, respectively.
Findings
The results of the study early indicate that materialistic attitude is one of the antecedents that have negative impacts on OCB. There are negative correlations between all dimensions of OCB and materialistic attitude.
Research limitations/implications
Self‐reporting for both materialistic attitudes and OCB may inflate correlations. Since the differences in cultural context between Turkey and Western countries and between the sectors can make it difficult to generalize the results universally, there is need for further research in different cultural contexts and sectors.
Practical implications
According to the literature and previous research, managers’ evaluations of performance, organizational effectiveness, and customer perceptions of service quality are positively related with OCB. Sales managers must pay more attention to decreasing salespeople's materialistic tendencies and increasing the OCB.
Originality/value
This is the first study that shows a relationship between materialistic attitude, as a dispositional variable and an individual characteristic, and OCB.
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Ayberk Soyer, Sezi Çevik Onar and Ron Sanchez
Competence-Based Management (CBM) theory and research suggest that a firm’s competence building and leveraging processes are key factors influencing its competitive success. To…
Abstract
Competence-Based Management (CBM) theory and research suggest that a firm’s competence building and leveraging processes are key factors influencing its competitive success. To achieve sustained competitive success, a firm’s competence building processes must continuously renew and extend the competences a firm has and can leverage. However, the ability of a firm to sustain strategically adequate levels of competence building – while also maintaining strategically successful competence leveraging – may be limited by various self-reinforcing managerial and organizational mechanisms that can arise from competence leveraging processes. In this paper we focus on certain managerial behaviors that may create path dependencies that lead an organization to become “locked-in” to its current competence leveraging processes and to neglect essential competence building, resulting in an inability to renew competences at a strategically adequate level and eventually in competitive failure.
In order to avoid such consequences, the management literature suggests that organizations must cultivate dynamic capabilities to overcome tendencies toward lock-in and to sustain ongoing competence building. This study investigates ways in which firms can maintain healthy competence building processes by avoiding lock-ins, especially those resulting from self-reinforcing managerial behaviors. A case study of successful competence-renewing processes in a home improvement retailing company helps to amplify the components of dynamic capabilities and to illustrate the insights that emerge from our study.
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Introduction: – Together with the increasing competition between businesses each day, the sales and marketing process of products and services have become increasingly difficult…
Abstract
Introduction: – Together with the increasing competition between businesses each day, the sales and marketing process of products and services have become increasingly difficult. For this reason, sales have become a marketing activity with an ever-growing importance to businesses. The performance of salespeople who undertake this challenge on behalf of the business is highly valuable for firms. Many researches have noted that there is a relationship between the performance of salesperson and motivation. The purpose of motivation in sales literature is to direct salespeople to exert more effort in reaching sales-oriented goals and aims. In order to ensure this, many businesses use various motivation tools/factors.
Purpose – The aim of this study is to analyse the effect of motivation factors on performance of salesperson.
Methodology – Quantitative research method was used in the study. A questionnaire was prepared with this aim in mind and administered to 315 employees working as salesperson in Çanakkale and Bursa provinces.
Findings – The findings from the analysis of the data show that the five dimensions namely satisfaction, image, relations, knowledge of product and service and advertisement related to motivation factors have a significant effect on the task performance of the salesperson.
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Arif Mohd Khah and Masroor Ahmad
This study aims to assess the nexus among output growth, renewable energy consumption, financial development and environmental quality (EQ) in the presence of non-renewable energy…
Abstract
Purpose
This study aims to assess the nexus among output growth, renewable energy consumption, financial development and environmental quality (EQ) in the presence of non-renewable energy consumption for India using annual time series data for the period 1980–2021.
Design/methodology/approach
To conduct an econometric analysis, this study uses the augmented autoregressive distributed lag (AARDL) model, which offers the benefit of simultaneously estimating both long-run and short-run estimators. Furthermore, this study uses the Toda-Yamamoto (1995) test and the Breitung and Candelon (2006) test to explore causal relationships in both time and frequency domains (FDs), aiming to understand the dynamic associations between variables.
Findings
Using the AARDL model, the authors found that initially, with an increase in output growth, EQ deteriorates, but once output growth reaches a threshold level, EQ improves. Likewise, this study found that financial development enhances EQ. Furthermore, the authors found a unidirectional causality from the load capacity factor (LCF) to output growth, renewable energy consumption and non-renewable energy consumption in the case of time domain analysis, and no feedback causality was documented. In the FD causality approach, this study reveals a causality nexus from LCF to output growth, financial development and renewable energy consumption at low, middle and high frequencies.
Practical implications
The findings highlight the need for targeted policies to balance economic growth and environmental sustainability in India. Policymakers should promote green technologies and enhance renewable energy use to mitigate the initial negative impact of output growth on EQ. The positive role of financial development suggests that encouraging green financing and sustainable investments can further improve environmental outcomes. The Indian economy needs to prioritise sustainable growth in its financial sector by aligning it with ongoing transformative processes for sustainable development. To achieve the sustainable development goals pertaining to EQ, the Indian economy must diminish its reliance on fossil fuels. In addition, the government of India must provide financial assistance to environmental organisations to foster the LCF.
Originality/value
To the best of the authors’ knowledge, this is the first study to investigate the dynamic nexus among financial development, output growth, renewable energy consumption and EQ proxied by LCF within the Indian context in the presence of non-renewable energy consumption. Likewise, this study uses the LCF to assess environmental sustainability in India, offering a comprehensive evaluation by integrating both supply and demand dimensions. From a policy perspective, this study highlights the significance of fostering sustainable economic growth, implementing environmentally conscious banking policies, and adopting diversified and ecologically friendly strategies. These policy directions are essential for conserving ecological resources and fostering a more sustainable and resilient development trajectory for India.