Chapter 4 Sales Employee's Emotional Labor: A Question of Image or Support
29 Jul 2011-Vol. 7, pp 107-131
TL;DR: Based on a study of 523 medical sales representatives, the present study investigates the relationships among employees' perception about organizational image, organizational support, and the way they perform their emotional labor during customer interaction as discussed by the authors.
Abstract: Based on a study of 523 medical sales representatives, the present study investigates the relationships among employees' perception about organizational image, organizational support, and the way they perform their emotional labor during customer interaction. As predicted, the study found support for a positive relationship of both perceived organizational support and perceived external prestige with the way in which employees perform emotional labor. The study further found the importance of perceived external prestige of the organization in influencing the relationship between perceived organizational support and emotional labor. Implications of the study to practitioners and researchers were discussed.
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TL;DR: In this paper, the authors discuss how the concept of emotional labour evolved in the last thirty years and explain the different dimensions of emotional labor and the attempts made to quantify the construct.
Abstract: Emotional labour is a relatively new topic of research in India. This paper discusses how the concept evolved in the last thirty years. The paper mainly aims to explain the different dimensions of emotional labour and the attempts made to quantify the construct. The paper also focuses the progress in emotional labour research in India. Suggestions for future research are also discussed.
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Cites background from "Chapter 4 Sales Employee's Emotiona..."
...Mishra (2011) found support for a positive relationship of both perceived organizational support and perceived external prestige with the way in which employees perform emotional labour....
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TL;DR: This paper examined the impact of employees' interactions with external beneficiaries in explaining service performance and found that supervisor support (an internal factor) and contact with beneficiaries (an external factor) influence employee service performance.
Abstract: Customers play a significant role in motivating frontline employees. However, little research has examined the impact of employees’ interactions with external beneficiaries in explaining service performance. In the present study, we borrowed from the job characteristics model and social exchange theory to build our model. Drawing on data from 889 frontline service employees and 2667 customers in the microfinance sector, our study demonstrated that supervisor support (an internal factor) and contact with beneficiaries (an external factor) influence employee service performance. We also investigated employee gratitude as an intervening mechanism through which supervisor support and beneficiary contact improve employee service performance. In addition, we found that employees’ perception of the external prestige of their organization is a powerful force linking the above factors with service performance. Our findings advance the understanding of employee service performance, thus providing significant implications for research and practice.
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TL;DR: A model is presented that allows partial correlation analysis to adjust the observed correlations for CMV contamination and determine if conclusions about the statistical and practical significance of a predictor have been influenced by the presence of CMV.
Abstract: Cross-sectional studies of attitude-behavior relationships are vulnerable to the inflation of correlations by common method variance (CMV). Here, a model is presented that allows partial correlation analysis to adjust the observed correlations for CMV contamination and determine if conclusions about the statistical and practical significance of a predictor have been influenced by the presence of CMV. This method also suggests procedures for designing questionnaires to increase the precision of this adjustment.
6,144 citations
TL;DR: In this article, self-report data from 297 alumni of an all-male religious college indicate that identification with the alma mater was associated with: (1) the hypothesized organizational antecedents of organizational distinctiveness, organizational prestige, and (absence of) intraorganizational competition, but not with interorganization competition, the hypothesized individual antecedent of satisfaction with the organization, tenure as students, and sentimentality, not with recency of attendance, number of schools attended, or the existence of a mentor, and hypothesized outcomes of making financial contributions, willingness to
Abstract: Summary Organizational identification is defined as a perceived oneness with an organization and the experience of the organization's successes and failures as one's own. While identification is considered important to the organization, it has not been clearly operationalized. The current study tests a proposed model of organizational identification. Self-report data from 297 alumni of an all-male religious college indicate that identification with the alma mater was associated with: (1) the hypothesized organizational antecedents of organizational distinctiveness, organizational prestige, and (absence of) intraorganizational competition, but not with interorganizational competition, (2) the hypothesized individual antecedents of satisfaction with the organization, tenure as students, and sentimentality, but not with recency of attendance, number of schools attended, or the existence of a mentor, and (3) the hypothesized outcomes of making financial contributions, willingness to advise one's offspring and others to attend the college, and participating in various school functions. The findings provide direction for academic administrators seeking to increase alumni support, as well as for corporate managers concerned about the loyalty of workers in an era of mergers and takeovers.
4,726 citations
TL;DR: In this paper, Bergami et al. developed a model to explain how images of one's work organization shape the strength of his or her identification with the organization and how members assess the attractiveness of these images by how well the image preserves the continuity of their self-concept, provides distinctiveness, and enhances self-esteem.
Abstract: We thank Massimo Bergami, Arthur Brief, Mason Carpenter, Brian Golden, Frances Hauge, Rod Kramer, Sharon Lobel, Reuben McDaniel, Debra Meyerson, Wendy Penner, Sandy Piderit, Linda Pike, Mlchael Pratt, Robert Quinn, Anat Rafaeli, Lance Sandelands, Bob Sutton, David Whetten, Batia Wiesenfeld, and three anonymous reviewers for comments on earlier drafts of this paper. We develop a model to explain how images of one's work organization shape the strength of his or her identification with the organization. We focus on two key organizational images: one based on what a member believes is distinctive, central, and enduring about his or her organization and one based on a member's beliefs about what outsiders think about the organization. According to the model, members assess the attractiveness of these images by how well the image preserves the continuity of their self-concept, provides distinctiveness, and enhances self-esteem. The model leads to a number of propositions about how organizational identification affects members' patterns of social interaction.'
4,469 citations
TL;DR: This article developed and tested a model of the antecedents and consequences of perceived organizational support (POS) and leader-member exchange (LMX) based on social exchange theory and found that POS and LMX have unique antecedent and are differentially related to outcome variables, providing support for the importance of both types of exchanges.
Abstract: Employees develop exchange relationships both with organizations and immediate superiors, as evidenced by research on perceived organizational support (POS) and leader-member exchange (LMX), respectively. Despite conceptual similarities between these two constructs, theoretical development and research has proceeded independently. In an attempt to integrate these literatures, we developed and tested a model of the antecedents and consequences of POS and LMX, based on social exchange theory. Results indicated that POS and LMX have unique antecedents and are differentially related to outcome variables, providing support for the importance of both types of exchanges.
3,399 citations
TL;DR: The purposes of this article are to provide a definition of emotional labor that integrates these perspectives, to discuss emotion regulation as a guiding theory for understanding the mechanisms ofotional labor, and to present a model of emotional Labor that includes individual differences and organizational factors.
Abstract: The topic of emotions in the workplace is beginning to garner closer attention by researchers and theorists. The study of emotional labor addresses the stress of managing emotions when the work role demands that certain expressions be shown to customers. However, there has been no overarching framework to guide this work, and the previous studies have often disagreed on the definition and operationalization of emotional labor. The purposes of this article are as follows: to review and compare previous perspectives of emotional labor, to provide a definition of emotional labor that integrates these perspectives, to discuss emotion regulation as a guiding theory for understanding the mechanisms of emotional labor, and to present a model of emotional labor that includes individual differences (such as emotional intelligence) and organizational factors (such as supervisor support).
2,767 citations