Author
Maden-Eyiusta, Ceyda, Yalabik, Z. Y., Nakiboglu, M. A. B.
Publication Date
2021-08-24
Subject
Adaptive behavior, Organizational support, Supervisor support, Psychological empowerment, Customer orientation
Type
Periodical
Language
English
Digital
Yes
Manuscript
No
Library
Özyeğin University
Library Asset ID
0268-3946
Record ID
7eca4ee5-adfa-4519-9518-7afab12ad329
Library Location
Entrepreneurship
Date
2021-08-24
Sample Text
Purpose – Drawing on the social exchange theory, this study focuses on the impact of perceived
organizational support (POS) and perceived supervisor support (PSS) on employees’ adaptive (selling) behavior
in a personal selling context. As part of the support-adaptive behavior relationship, the authors also explore the
mediating role of psychological empowerment and the moderating role of customer orientation (CO).
Design/methodology/approach – Data were collected from 200 salespeople from the financial and
pharmaceutical sectors in Turkey. Hypotheses were tested with hierarchical multiple regressions and
hierarchical moderated regressions.
Findings – Supported salespeople feel more empowered in their jobs and show adaptive (selling) behavior.
Our results also show that the impact of support on adaptive selling behavior through empowerment is
stronger for salespeople with low CO.
Research limitations/implications – This study has two limitations: the generalizability of its findings and
cross-sectional design. Still, it significantly contributes to support, empowerment and adaptive behavior literature.
Practical implications – By creating a supportive work environment and by training their managers to
improve their support skills, organizations boost their employees’ adaptability. Both of these support practices
motivate employees to use their discretion in sales situations. Organizations should also evaluate and manage
their employees’ level of CO by conducting company surveys and by increasing top management communication.
Originality/value – This study tests the mediating role of psychological empowerment on the relationship
between POS, PSS and adaptive behavior in the understudied personal selling context. The authors also test
the moderating role of CO in the proposed model.
DOI
10.1108/JMP-05-2020-0249
Cilt
37
