Multiple Identification Foci and Their Countervailing Effects on Salespeople’s Negative Headquarters Stereotypes

Journal of Marketing, 76, 3, 1-20, 2012

21 Pages Posted: 18 Sep 2012

See all articles by Jan Wieseke

Jan Wieseke

University of Marburg - Faculty of Psychology

Florian Kraus

University of Mannheim

Michael Ahearne

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

Sven Mikolon

affiliation not provided to SSRN

Date Written: September 17, 2012

Abstract

Using a large-scale, multilevel data set, this study introduces to the sales management literature the concept of sales representatives’ headquarters stereotypes as a negative outcome of social identification. The results suggest that work team identification fosters headquarters stereotyping more strongly when organizational identification is low than when it is high. Salespeople’s physical distance from their corporate headquarters increases work team identification and decreases organizational identification. Competitive intensity, as an external threat to salespeople’s social identity, strengthens stereotyping and social identification. In addition to important theoretical implications, this research also provides crucial insights for managers. Headquarters stereotypes are critically important because they can have harmful consequences for sales performance and customer satisfaction. Key managerial implications are that managers should foster organizational identification and that using different compensation systems does not remedy the negative effects of stereotypes.

Keywords: stereotypes, identification, dispersed sales teams, competitive intensity, sales performance

Suggested Citation

Wieseke, Jan and Kraus, Florian and Ahearne, Michael and Mikolon, Sven, Multiple Identification Foci and Their Countervailing Effects on Salespeople’s Negative Headquarters Stereotypes (September 17, 2012). Journal of Marketing, 76, 3, 1-20, 2012, Available at SSRN: https://ssrn.com/abstract=2147947

Jan Wieseke

University of Marburg - Faculty of Psychology ( email )

Gutenbergstr. 18
35032 Marburg
Germany
06421 28 26598 (Fax)

Florian Kraus

University of Mannheim ( email )

Germany
+49.621.181 2662 (Phone)
+49.621.181 2672 (Fax)

HOME PAGE: http://kraus.bwl.uni-mannheim.de/de/team/prof_dr_florian_kraus/

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

Sven Mikolon

affiliation not provided to SSRN ( email )

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