Search results

The purpose of this research is to further understand salesperson distributive justice judgments by examining two controllable factors that may influence these perceptions: sales leadership (i.e. servant leadership) and salesforce control (i.e. quota).

The sample included 279 business-to-business salespeople from across the USA. Structural equation modeling was used to analyze the data.

Servant leadership and salesperson participation in quota setting both positively impact distributive justice perceptions (i.e. fairness in reward allocation), which subsequently affect salespeople’s commitment to providing superior customer value.

First study to empirically examine connections between servant leadership, distributive justice and commitment to customer value in the salesforce.

The present study aims to identify the dimensions of destination psychological ownership (DPO) from tourists’ perspectives and to develop a reliable and valid measurement scale.

The mixed method has been applied in this study for the development of a scale to measure psychological ownership (PO) of tourists. The first stage includes identifying the PO dimensions of tourists toward the tourist destinations through in-depth interviews with experts (university professors, managers and experts in the tourism industry). Theme analysis was applied to analyze the data in this stage. A quantitative survey was conducted among tourists during the second stage. Accordingly, a questionnaire was designed and its reliability and validity were investigated. Confirmatory factor analysis and structural equation modeling were used to examine the structural model and its validity.

The findings revealed that the DPO from tourists’ perspectives includes six dimensions for the sense of attachment, responsibility, the sense of trust, the sense of honor, the sense of gratification and self-identity toward tourist destinations. The validity of the conceptual model was confirmed according to the results of the quantitative section of the study.

The present study is one of the limited numbers of studies coping with PO, especially in the field of tourism, from the view of the consumer. The present study identifies the dimensions of the DPO of tourists and develops an instrument to measure them. Therefore, the developed questionnaire can be used as a valid and reliable instrument to measure the DPO in future research.