Do citizenship behaviors matter more for managers than for salespeople?

被引：160

作者：

MacKenzie S.B. ^{[1
,2
,3
,5
]}

Podsakoff P.M. ^{[1
,4
,5
]}

Paine J.B. ^{[1
,5
]}

机构：

[1] Department of Marketing, Kelley School of Business, Indiana University

[2] Edgar G. Williams Faculty, Kelley School of Business, Indiana University

[3] Department of Organizational Behavior and Human Resources, Kelley School of Business, Indiana University

[4] Kelley School of Business, Indiana University

来源：

Journal of the Academy of Marketing Science | 1999年 / 27卷 / 4期

关键词：

Organizational Citizenship Behavior; Citizenship Behavior; Common Method Variance; Sales Manager; Sales Productivity;

D O I：

10.1177/0092070399274001

中图分类号：

学科分类号：

摘要：

This research was designed to investigate the effects of organizational citizenship behaviors (OCBs) and objective sales productivity on sales managers' evaluations of their sales personnel's performance and to examine whether the impact of OCBs on performance evaluations is greater at higher levels of the sales organization hierarchy. Two samples were obtained from the same organization: a sample of 987 multiline insurance agents and a sample of 161 agency managers. Objective measures of sales productivity were obtained for both samples along with evaluations of three dimensions of OCBs and an assessment of overall performance. The results indicate that managers' evaluations are determined at least as much by OCBs as they are by objective measures of performance. After partialing out common method variance, the results also indicate that OCBs account for a greater proportion of a sales manager's evaluation than of a sales representative's evaluation. The implications of these findings are discussed. Copyright © 1999 by Academy of Marketing Science.

引用

页码：396 / 410

页数：14

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