A gender perspective on salesperson organizational citizenship behaviour, sales manager control strategy and sales unit effectiveness

Abstract

Organizational citizenship behaviour (OCB) is discretionary employee behaviour that promotes organizational effectiveness, and has become recognized as an issue of potentially substantial importance in the management of sales operations. Identifies sales management control strategy as an important antecedent to salesperson OCB, which has been neglected in prior OCB research. Uncovers an important gender dimension in the display of OCB by salespeople, not previously investigated, and identifies an important relationship between sales manager gender and the OCB displayed by a sales unit or team, which is associated with the effectiveness of the sales unit. The findings have a number of important implications for managers concerned with enhancing sales organization effectiveness, as well as identifying a number of promising research directions.

Citation

Piercy, N.F., Lane, N. and Cravens, D.W. (2002), "A gender perspective on salesperson organizational citizenship behaviour, sales manager control strategy and sales unit effectiveness", Women in Management Review, Vol. 17 No. 8, pp. 373-391. https://doi.org/10.1108/09649420210451814