Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes
By J. Wieseke, Florian Kraus, Michael Ahearne, Sven Mikolon. 2012
104 citations recorded by the source corpus.
Using a large-scale, multilevel data set, this study introduces to the sales management literature the concept of sales representatives' headquarters stereotypes as a negative outcome of social identification. The results suggest that work team identification fosters headquarters stereotyping more strongly when organizational identification is low than when it is high. Salespeople's physical distance from their corporate headquarters increases work team identification and decreases organizational identification. Competitive intensity, as an external threat to salespeople's social identity, strengthens stereotyping and social identification. In addition to important theoretical implications, this research also provides crucial insights for managers. Headquarters stereotypes are critically important because they can have harmful consequences for sales performance and customer satisfaction. Key managerial implications are that managers should foster organizational identification and that using different compensation systems does not remedy the negative effects of stereotypes.
Subfields: Gender Studies, Organizational Behavior and Human Resource Management, Sociology and Political Science
View Paper: https://www.semanticscholar.org/paper/56dac47207f20d4d0596558dddbdf921eeb5bd1d
How researchers see this paper
The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.
In Gender Studies
In Organizational Behavior and Human Resource Management
In Sociology and Political Science
Citations in the corpus
- The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective (2013, methodology): “To test the extent to which this clustering effect may be present, we followed Wieseke et al. (2012) by calculating intraclass correlation coefficients (ICC) and design effects by multiplying the ICC by (average cluster size −1) and adding 1.”