A desire for success: exploring the roles of personal and job resources in determining the outcomes of salesperson social media use
Sales researchers have recognized the importance of salesperson social media use in enhancing job outcomes. However, research that considers the influence of salesperson personal factors and the individual's work environment on the impact of social media use on such outcomes (i.e., job satisfac...
محفوظ في:
| المؤلف الرئيسي: | |
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| مؤلفون آخرون: | , , , |
| التنسيق: | article |
| منشور في: |
2023
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| الوصول للمادة أونلاين: | http://hdl.handle.net/10725/14935 https://doi.org/10.1016/j.indmarman.2023.06.005 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.sciencedirect.com/science/article/pii/S001985012300113X |
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| _version_ | 1864513470019403776 |
|---|---|
| author | Kalra, Ashish |
| author2 | Chaker, Nawar N. Singh, Rakesh Itani, Omar S. Agnihotri, Raj |
| author2_role | author author author author |
| author_facet | Kalra, Ashish Chaker, Nawar N. Singh, Rakesh Itani, Omar S. Agnihotri, Raj |
| author_role | author |
| dc.creator.none.fl_str_mv | Kalra, Ashish Chaker, Nawar N. Singh, Rakesh Itani, Omar S. Agnihotri, Raj |
| dc.date.none.fl_str_mv | 2023-08-08T07:14:20Z 2023-08-08T07:14:20Z 2023 2023-06-20 |
| dc.identifier.none.fl_str_mv | 0019-8501 http://hdl.handle.net/10725/14935 https://doi.org/10.1016/j.indmarman.2023.06.005 Kalra, A., Chaker, N. N., Singh, R., Itani, O. S., & Agnihotri, R. (2023). A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use. Industrial Marketing Management, 113, 202-214. http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.sciencedirect.com/science/article/pii/S001985012300113X |
| dc.language.none.fl_str_mv | en |
| dc.relation.none.fl_str_mv | Industrial Marketing Management |
| dc.rights.*.fl_str_mv | info:eu-repo/semantics/openAccess |
| dc.title.none.fl_str_mv | A desire for success: exploring the roles of personal and job resources in determining the outcomes of salesperson social media use |
| dc.type.none.fl_str_mv | Article info:eu-repo/semantics/publishedVersion info:eu-repo/semantics/article |
| description | Sales researchers have recognized the importance of salesperson social media use in enhancing job outcomes. However, research that considers the influence of salesperson personal factors and the individual's work environment on the impact of social media use on such outcomes (i.e., job satisfaction and salesperson performance) remains neglected in the literature. Leveraging Job-Demand Resource (JD-R) theory, we develop a model that introduces linkages between salesperson social media use, task adaptivity, technology self-efficacy, manager trust, job autonomy, job satisfaction, and salesperson performance. Utilizing a sample of 214 business-to-business salespeople, we find that salesperson social media use positively influences job satisfaction, which ultimately affects salesperson performance. Interestingly, while we find that technology self-efficacy strengthens the relationship between salesperson social media use and job satisfaction, task adaptivity negatively moderates this relationship. Lastly, we show that organizational variable such as manager trust strengthens the relationship between salesperson social media use and job satisfaction. Implications for researchers and managers are discussed. |
| eu_rights_str_mv | openAccess |
| format | article |
| id | LAURepo_eb134617b68f65e7b2220cc4f27e1711 |
| identifier_str_mv | 0019-8501 Kalra, A., Chaker, N. N., Singh, R., Itani, O. S., & Agnihotri, R. (2023). A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use. Industrial Marketing Management, 113, 202-214. |
| language_invalid_str_mv | en |
| network_acronym_str | LAURepo |
| network_name_str | Lebanese American University repository |
| oai_identifier_str | oai:laur.lau.edu.lb:10725/14935 |
| publishDate | 2023 |
| repository.mail.fl_str_mv | |
| repository.name.fl_str_mv | |
| repository_id_str | |
| spelling | A desire for success: exploring the roles of personal and job resources in determining the outcomes of salesperson social media useKalra, AshishChaker, Nawar N.Singh, RakeshItani, Omar S.Agnihotri, RajSales researchers have recognized the importance of salesperson social media use in enhancing job outcomes. However, research that considers the influence of salesperson personal factors and the individual's work environment on the impact of social media use on such outcomes (i.e., job satisfaction and salesperson performance) remains neglected in the literature. Leveraging Job-Demand Resource (JD-R) theory, we develop a model that introduces linkages between salesperson social media use, task adaptivity, technology self-efficacy, manager trust, job autonomy, job satisfaction, and salesperson performance. Utilizing a sample of 214 business-to-business salespeople, we find that salesperson social media use positively influences job satisfaction, which ultimately affects salesperson performance. Interestingly, while we find that technology self-efficacy strengthens the relationship between salesperson social media use and job satisfaction, task adaptivity negatively moderates this relationship. Lastly, we show that organizational variable such as manager trust strengthens the relationship between salesperson social media use and job satisfaction. Implications for researchers and managers are discussed.Published2023-08-08T07:14:20Z2023-08-08T07:14:20Z20232023-06-20Articleinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/article0019-8501http://hdl.handle.net/10725/14935https://doi.org/10.1016/j.indmarman.2023.06.005Kalra, A., Chaker, N. N., Singh, R., Itani, O. S., & Agnihotri, R. (2023). A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use. Industrial Marketing Management, 113, 202-214.http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.phphttps://www.sciencedirect.com/science/article/pii/S001985012300113XenIndustrial Marketing Managementinfo:eu-repo/semantics/openAccessoai:laur.lau.edu.lb:10725/149352024-07-10T11:30:47Z |
| spellingShingle | A desire for success: exploring the roles of personal and job resources in determining the outcomes of salesperson social media use Kalra, Ashish |
| status_str | publishedVersion |
| title | A desire for success: exploring the roles of personal and job resources in determining the outcomes of salesperson social media use |
| title_full | A desire for success: exploring the roles of personal and job resources in determining the outcomes of salesperson social media use |
| title_fullStr | A desire for success: exploring the roles of personal and job resources in determining the outcomes of salesperson social media use |
| title_full_unstemmed | A desire for success: exploring the roles of personal and job resources in determining the outcomes of salesperson social media use |
| title_short | A desire for success: exploring the roles of personal and job resources in determining the outcomes of salesperson social media use |
| title_sort | A desire for success: exploring the roles of personal and job resources in determining the outcomes of salesperson social media use |
| url | http://hdl.handle.net/10725/14935 https://doi.org/10.1016/j.indmarman.2023.06.005 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.sciencedirect.com/science/article/pii/S001985012300113X |