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This study aims to extend current research efforts by examining the dual role of salesperson brand and organizational identification in driving organizational citizenship behaviors, brand advocacy and ultimately brand market performance.

This study uses an online survey to collect data from a cross-sectional sample of salespeople. The measurement model and proposed research hypotheses are tested with SmartPLS.

Study results show that each level of identification has a stronger influence on the type of behaviors relevant to that foci of identification. That is, salesperson organizational identification has a significant and strong effect on organizational citizenship behavior while the influence of salesperson organizational identification on brand advocacy is not significant. Along the same lines, salesperson identification with the brand significantly influences brand advocacy behaviors but not their overall organizational citizenship behaviors. These empirical findings are consistent with assertions in the literature that variables (antecedents or outcomes) associated with identification at a certain level will have a stronger relationship with identification at that level.

Despite existing research efforts on the potential positive outcomes of salesperson identification, there is less empirical evidence regarding the dual role of brand and organizational identification. This research contributes to the current literature by proposing and empirically examining the differential (identity-matching) antecedents and outcomes of salespeople’s dual identification with the organization and the brand. Furthermore, existing research mostly focuses on organizational or sales management outcomes but not brand specifically related outcomes. Theoretically, this research draws on social identity theory to investigate the combined effect of salesperson brand and organizational identification on key brand-related outcomes. Managerially, this study provides empirically-based suggestions for managers interested in harnessing the power of identification.

The purpose of this paper is to investigate the relationships among perceived external prestige (PEP), perceived internal respect (PIR), organizational and work-group identification (OID and WID), and counterproductive work behavior (CWB).

Data were gathered from a cement firm's employees, using longitudinal research. Descriptive statistics, confirmatory factor analysis and structural equation modeling were employed.

PEP and top management respect were positively related to organizational identification (OID), and the latter negatively related to organizational deviance; perceived co-workers and supervisor respect was positively related to WID, and the latter negatively related to interpersonal deviance; and identification foci mediated the relationship between status judgments and CWB.

The sample was based on one organization, limiting the results’ generalizability, and interactive relationships between WID and OID were not considered. The findings’ implications suggest that organizations need specific strategies for reducing deviant organizational behavior and deviant interpersonal behavior, and for fostering identification of their members.

The study shows that employees’ evaluations of prestige and respect are important predictors of their identification with their organization and work group. It is the first study to investigate the relationship between social identification foci and deviant work behaviors as a negative outcome of identification. It developed a new scale to assess employees’ perception of internal respect; it supports operationalizing PIR as a multifoci construct. It has also answered the call for longitudinal research as opposed to cross-sectional research.

The purpose of this study is threefold: to better understand what predicts individuals pro‐change behavior (PCB) and anti‐change behavior (ACB) during organizational renewal with respect to organizational justice perceptions, given its significance for change intervention success; to identify and empirically test two new foci of organizational identification, namely manager and top management identification (TMID); and to investigate how these two new identification foci affect the relationship between various types of organizational justice and change‐oriented behavior.

Survey data from 137 market research employees on their perceptions of organizational distributive, procedural and interactional justice, manager and TMID and PCB and ACB were collected. Multiple hierarchical regression analysis was used for testing direct relationships between organizational justice and change‐oriented behavior and moderation effects of manager and TMID on these relationships.

The findings indicate that all types of justice predict PCB and that, in addition, interactional justice perceptions are negatively related to employees' ACB. Neither manager nor TMID had a moderating effect on the relationship between organizational justice and PCB, but both moderated the relationship between distributive justice perceptions and ACB. Moreover, identification with top management moderated the relationship between procedural justice perceptions and ACB.

The use of self‐reported measures on PCB and ACB may present a too optimistic reflection of people's actual behavior during organizational change based on social desirability considerations in organizational research.

The findings contribute to a better understanding of how organizations and change agents can foster PCB and what role a psychological bond of employees with managers and an organization's top management can play during change interventions. Specifically, organizational leaders should seek both some professional and personal credentials in order to tap into the positive self‐concept element of identification and also adopt a leadership style during change which is associated with charismatic leadership behaviors. Scholars in the areas of organizational behavior and I/O psychology benefit from this study as it sheds light on the antecedents of PCB and ACB and offers two new identification foci that interact with the variables at hand.

The creation of manager and TMID as new foci in organizational identification research and their use as a moderating force on the relationship between both PCB and ACB is unprecedented.

The purpose of this paper is to increase understanding of the link between various identification foci and performance, and to test whether one’s psychological capital (PsyCap) can explain the influence of collective or relational identification on job performance.

The study sample comprised 235 academicians working in a foundation university from Turkey. The questionnaires were practiced in two different time intervals with using an identifier coding system for avoiding common method bias issues. The authors used structural equation modeling with using AMOS v23.0.

The results showed that PsyCap has positive effects on the job performance and work group identification flourishes employees PsyCap level; there is no evidence of any mediating effect of PsyCap on the relationships between various organizational identification foci and job performance.

This study extends previous research by providing evidence of that rather than the other identification target (organization, work unit, and career) identification with supervisor influenced on job performance.

This paper focuses on the role of personality congruence, between salespeople’s own personality and the personality of the brand they represent, in driving salesperson identification with the brand and its subsequent effects on important sales force outcomes, including intrinsic and extrinsic motivation, task self-efficacy and both behavioral and outcome performance.

Data was collected via an online survey from a cross-sectional sample of salespeople. In all, 246 completed the survey. SmartPLS was used to estimate the measurement model and test the hypothesized path relationships using a (partial least squares) structural model.

Results indicated support for all proposed hypotheses in our model. In conclusion, we demonstrate, that the congruency of the salesperson personality with his or her perceived brand personality has a significant impact on the brand identification by the salesperson. This identification has important sales force outcomes, including affecting intrinsic and extrinsic motivation, task self-efficacy and both behavioral and outcome performance. This supports the notion of social identity theory as an important theoretical framework for understanding how the salesperson relates to and delivers the brand message.

Previous research has investigated the drivers and implications of customers’ identification with brands and employees’ identification with their organizations. However, less research attention has focused on salesperson identification with the brand. Given the uniqueness of the boundary-spanning role and the importance of the salesperson to the marketing communication of the brand image, investigation of the drivers of salesperson brand identification becomes particularly important.

To understand how identification and commitment can be sustained among members of a development organization where high performance is of paramount importance and success has important human consequences. This study examined members' identification and commitment within a development organization patterned after the Grameen model. This organization is based on a set of values by which the members can work hard to overcome their situation caused by poverty.

Members of Amanah Ikhtiar Malaysia (AIM) were interviewed to analyze the characteristics that make AIM special, to gain a deeper understanding of the dynamics of members' interactions, and to explore how members influence and control one another.

The approach used in the study yields interesting insights into members' identification and commitment in a human development organization; and how this identification and commitment are linked to the members' success as well as the organization's success.

The insights to organizational identification and commitment should assist the field of management development to sustain and improve identification and commitment towards the organization and towards other organizational members. Female organizational members can also achieve economic success when they are given an opportunity in their rural villages.

This study applies western theories in a non‐western environment. The findings contribute to the conceptual understanding of the subject. Areas for future research were also suggested.

The purpose of the study is to address the gap in understanding how the brand influences sales outcomes by focusing one’s attention on the salesperson perceptions of the brand and the salesperson brand selling confidence.

The study uses a cross-section survey of professional salespeople. SmartPLS was used to estimate the measurement model and test the hypothesized path relationships.

The study’s results indicate that salespeople who believe in the strength of the brands they represent are more likely to identify with the brand, are more confident in selling the brand and, overall, tend to perform better, have higher job satisfaction and are more committed to their companies.

This paper contributes to the sales literature by further exploring the relationship between the brand and sales function in the firm. This area has recently received academic attention but has not yet considered the mediating processes that connect the two areas. This study identifies perceptions of brand strength and brand selling confidence as mechanisms that mediate the impact of brand on sales outcomes.

Drawing upon the social identity theory, the authors argue that professionals' career identities have a positive indirect effect on identification with on-demand organizations through career networking behavior. In addition, the strength of these beneficial effects was also bound by extraversion and collectivism.

The hypothesized moderated mediation model was tested by multisource and time-lagged data about 242 Chinese accountants engaging in on-demand work.

The results demonstrated that professionals with a career identity tend to engage in career networking behaviors and identify themselves with a client company. In addition, extraverted professionals were more likely to engage in career networking behaviors, and collectivist professionals were more likely to identify with their on-demand organizations.

This research provides important guidelines on how managers in on-demand organizations leverage gig workers' career identities to establish deep relationships with them.

The authors expanded the traditional framework of identification in the setting of nontraditional work arrangements by establishing a link between career identity and organizational identification for on-demand professionals.

The authors examined how squad members within an Australian state police force perceived and attached enabling or coercive meanings to a suite of management control system (MCS) changes that were new public management (NPM) inspired.

The authors conducted a longitudinal case study of a large Australian state police department utilizing an abductive research design.

The authors found that identification processes strongly conditioned the reception of the MCS changes introduced. Initially, the authors observed mixed interpretations of controls as both enabling and coercive. Over time, these changes were seen to be coercive because they threatened interpersonal relationships and the importance and efficacy of squads in combating serious and organized crime.

The authors contributed to MCSs literature by revealing the critical role that multifaceted relational and collective identification processes played in shaping interpretations of controls as enabling–coercive. The authors build on this to elaborate on the notion of employees’ centricity in the MCS design.

This study suggests that, in complex organizational settings, the MCS design and change should reckon with pre-existing patterns of employees’ identification.

The authors suggested shifting the starting point for contemplating the MCS change: from looking at how what employees do is controlled to how the change impacts and how employees feel about who they are. When applied to the MCS design, employee centricity highlights the value of collaborative co-design, attentiveness to relational identification between employees, feedback and interaction in place of inferred management expectations and traditional mechanistic approaches.

This paper examines antecedents to perceived injustice in exclusive talent identification practices.

31 in-depth interviews with individuals working in for-profit organizations in France were conducted and analyzed. Interviewees represented a variety of sectors such as transportation, aerospace, energy and telecommunications.

The use of exclusivity in talent identification influences perceived organizational justice through ambiguous advancement policies, support from hidden networks, lack of diversity in the talent identification process, frequent gender discrimination, and premature labeling of talent. These practices suggest breaches in procedural, distributive and interactional justice by allocating advantages to some employees over others. Exclusivity yielded frustration, jealousy and potential retaliatory behavior against those individuals deemed to be unfairly identified as talent.

The challenge of ensuring fair and equitable talent identification is a growing issue for organizations. For managers, it requires paying close attention to how some forms of exclusivity in talent identification may create unfair treatment of employees.

While organizational justice research focuses on the background and practices that promote justice, our research finds its originality in examining the sentiments of injustice that remain contextual, subjective and comparative.