Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance

Journal of Marketing, Vol. 62, pp. 87-98, 1998

13 Pages Posted: 6 Apr 2010 Last revised: 13 May 2014

See all articles by Scott B. MacKenzie

Scott B. MacKenzie

Indiana University - Kelley School of Business - Department of Marketing

Philip M. Podsakoff

Indiana University - Kelley School of Business - Management & Entrepreneurship

Michael Ahearne

University of Houston - C.T. Bauer College of Business

Date Written: 1998

Abstract

The purpose of this study is to integrate the notion of extra-role performance with the current understanding of the relationships among salesperson job attitudes (job satisfaction and organizational commitment), role perceptions (ambiguity and conflict), in- and extra-role behavior, and turnover. The authors develop and test a theoretical model that specifies the relationships between in- and extra-role performance and salesperson job satisfaction, organizational commitment, role perceptions, and turnover using cross-sectional data from a large sample (N = 672) of commission sales personnel. The results generally indicate that performance and job attitudes mediate the relationships between role perceptions and turnover. However, the most notable aspect of the findings is that they are consistent with the hypothesis that in- and extra-role performance are intertwined, with in-role performance serving as an antecedent ot job satisfaction and organizational commitment, and extra-role performance as a consequence of these two variables. The authors discuss the implications of these findings for sales research.

Keywords: Job Performance, Salesperson, Extra-role, OCB

JEL Classification: M30

Suggested Citation

MacKenzie, Scott B. and Podsakoff, Philip M. and Ahearne, Michael, Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance (1998). Journal of Marketing, Vol. 62, pp. 87-98, 1998, Available at SSRN: https://ssrn.com/abstract=1584780

Scott B. MacKenzie

Indiana University - Kelley School of Business - Department of Marketing ( email )

Kelley School of Business
Bloomington, IN 47405
United States

Philip M. Podsakoff

Indiana University - Kelley School of Business - Management & Entrepreneurship ( email )

Bloomington, IN 47405
United States

Michael Ahearne (Contact Author)

University of Houston - C.T. Bauer College of Business ( email )

334 Melcher Hall
Houston, TX 77204-6021
United States
713-743-4155 (Phone)
713-743-4572 (Fax)

HOME PAGE: http://www.bauer.uh.edu/Directory/profile.asp?firstname=Michael&lastname=Ahearne

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