The impact of support on employees’ adaptive behavior: a moderated mediation model

Name: The impact of support on employees’ adaptive behavior: a moderated mediation model
Author: Maden-Eyiusta, Ceyda, Yalabik, Z. Y., Nakiboglu, M. A. B.

İsim	The impact of support on employees’ adaptive behavior: a moderated mediation model
Yazar	Maden-Eyiusta, Ceyda, Yalabik, Z. Y., Nakiboglu, M. A. B.
Basım Tarihi:	2021-08-24
Konu	Adaptive behavior, Organizational support, Supervisor support, Psychological empowerment, Customer orientation
Tür	Süreli Yayın
Dil	İngilizce
Dijital	Evet
Yazma	Hayır
Kütüphane:	Özyeğin Üniversitesi
Demirbaş Numarası	0268-3946
Kayıt Numarası	7eca4ee5-adfa-4519-9518-7afab12ad329
Lokasyon	Entrepreneurship
Tarih	2021-08-24
Örnek Metin	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

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The impact of support on employees’ adaptive behavior: a moderated mediation model

Yazar Maden-Eyiusta, Ceyda, Yalabik, Z. Y., Nakiboglu, M. A. B.

Basım Tarihi 2021-08-24

Konu Adaptive behavior, Organizational support, Supervisor support, Psychological empowerment, Customer orientation

Tür Süreli Yayın

Dil İngilizce

Dijital Evet

Yazma Hayır

Kütüphane Özyeğin Üniversitesi

Demirbaş Numarası 0268-3946

Kayıt Numarası 7eca4ee5-adfa-4519-9518-7afab12ad329

Lokasyon Entrepreneurship

Tarih 2021-08-24

Örnek Metin 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