Browse Archives by Keyword: Service
Improving Salesperson Performance: Intrinsic vs. Extrinsic Motivation
[9/1/2023]
Valerie Good, PhD, Douglas E. Hughes, PhD, Ahmet H. Kirca, PhD, and Sean McGrath, PhD Candidate
Year after year, companies allocate extensive resources toward developing and tracking incentive programs to effectively motivate sales employees. But, do these extrinsic motivators lead to increased sales? In this study, we examine how different types of motivation affect salesperson performance
Fostering a Sense of Purpose in Salespeople
[6/1/2023]
Valerie Good, PhD, Douglas E. Hughes, PhD, and Hao Wang, PhD
Most people think of extrinsic motivators like salary, time off, and healthcare benefits when thinking about workplace motivation. We find, though, that contributing to something greater than themselves—or feeling a sense of purpose—is a huge motivator for employees, which can drastically impact the value individuals bring to a firm and to clients
Co-Worker and Supervisor Support During Pregnancy
[12/1/2022]
Kristen P. Jones, PhD, Jacquelyn M. Brady, PhD, Alex P. Lindsey, PhD, Lilia M. Cortina, PhD, and C. Kendall Major, MD
Workplace stress can impact prenatal and postpartum health, which in turn, affects return to the workplace and subsequent productivity. This research reports on two factors that can mitigate stress pregnant women encounter at work: coworker support and supervisor support received during pregnancy—both of which can alleviate stress during pregnancy, leading to lower incidence of postpartum depression, faster physical recovery, and greater ease of transition back into the workplace for the mother
Making Every (Employee) Voice Count
[12/1/2022]
Marlene S. Neill, PhD, APR and Shannon A. Bowen, PhD
Organizational communication managers are tasked more and more with prioritizing employee communication due to an increase in remote work. Listening, one of the primary components of communication, which also influences employee turnover, has not received much attention in research or in practice. We conducted our study to learn more about the state of listening in U.S. companies and organizations
The Secret to Linking CSR to Financial Profitability
[12/1/2020]
Sean Yim, PhD, Young Han Bae, PhD, Hyunwoo Lim, PhD, and JaeHwan Kwon, PhD
In today's socially conscious environment, social responsibility is an increasingly important strategy for business. Our study answers the question of how corporate social responsibility (applied in many businesses today) can lead to financial profitability
Corporate Social Responsibility & Consumer Loyalty
[9/1/2020]
Didier Louis, PhD, Cindy Lombart, PhD, and Fabien Durif, PhD
Does your firm have a greater responsibility outside of your legal obligations and goals? As corporations grow a sense of social responsibility, our research investigates the impact of philanthropy, environmental sustainability, customer respect, and worker respect on customer loyalty
Entrepreneurship: The Path to Well-Being
[3/1/2020]
Nadav Shir, PhD, Boris N. Nikolaev, PhD, and Joakim Wincent, PhD
Entrepreneurs typically enjoy higher levels of job and life satisfaction. However, in contrast to the benefits, entrepreneurs may also experience high stress and longer working hours, while also fearing lower income. In this study, we examine how autonomy mediates the relationship between entrepreneurship and personal well-being
Intellectual Humility
[9/1/2019]
Maria Arauz, MBA Candidate
Humility is necessary to reach the heights of success. Recognizing there are gaps in your knowledge, being open to that realization, and working humbly to learn more is a hallmark of intellectual humility and a starting point for greatness for you and your team
Gratitude in Buyer-Seller Relationships
[9/1/2018]
Stephanie M. Mangus, PhD, Dora E. Bock, PhD, Eli Jones, PhD, and Judith Anne Garretson Folse, PhD
Gratitude has immense value to firms and is linked to increases in share of wallet, sales revenue, sales growth, and customer commitment. Our research shows how sales professionals can improve their relational outcomes with customers by fostering more grateful customers through their own expressions of gratitude
The Effects of Bedtime Writing
[6/1/2018]
Michael K. Scullin, PhD and Donald L. Bliwise, PhD
Bedtime worry, including worrying about incomplete future tasks, is a significant contributor to difficulty falling asleep. This article examines how bedtime to-do list writing can serve as a beneficial behavioral sleep aid for busy real estate professionals
