Date of Award
Doctor of Business Administration (DBA)
Marketing and Analysis
The purpose of this study was to extend the nomological network of the construct organizational citizenship behavior within a sales setting.
Statistical analyzes indicated that, contrary to the results hypothesized, trait competitiveness was significantly and positively related to organizational citizenship behavior and two of its dimensions. However, the relationships among trait competitiveness and the global measure of organizational citizenship behavior and the dimensions of namely helping behavior and civic virtue were found to be significant and positive.
No significant relationships were found between outcome-based control systems and organizational citizenship behavior and its dimensions. One significant relationship was observed between activity orientation and organizational citizenship behavior, specifically the relationship between activity orientation and sportsmanship was found to be significant and positive. However, this relationship was in the opposite direction from that hypothesized. Additionally, the relationship between capability orientation and the global measure of organizational citizenship behavior was found to be negative and marginally significant, and the relationship between capability orientation and sportsmanship was found to be significant and positive.
Statistical analyzes of the relationships between the clan culture type and organizational citizenship behavior and its dimensions did not produce significant findings. Insofar as the market culture type was concerned, a significant and negative relationship was observed between the market culture type and the dimension of civic virtue.
As hypothesized, positive and significant relationships were established between the global measure of organizational citizenship behavior and the dimensions of helping behavior and civic virtue and salesperson effectiveness, while a positive, near-significant relationship was observed between the dimension of sportsmanship and salesperson effectiveness. (Abstract shortened by UMI.)
Allison, Barbara Janet, "" (2005). Dissertation. 573.