Business Commons^™

Moderating Effects Of Vertical Exchange Relationship On The Relationship Between Firm Market Orientation And Selected Salesperson Role Variables, Patrick Dwain Fountain

Doctoral Dissertations

The purpose of this dissertation is to examine the moderating effects of identified dimensions of vertical exchange relationship (VER) between firm market orientation and the salesperson role variables of job satisfaction, organizational commitment, role ambiguity and role conflict. The sample utilized in this dissertation is the salesforce of a major United States publishing company. Moderated regression analysis is used to determine moderating effects. Three dimensions of vertical exchange relationship are identified using factor analysis and are labeled work, loyalty and congruence. The results indicate that the work dimension is a moderator of the relationship between market orientation and job satisfaction. …

Observable Outcomes And Performance Effects Of The Application Of Theory Of Constraints To Organizational Management, Martha Lair Sale

Doctoral Dissertations

The objectives of the study were to empirically examine the relationships among the three elements of the Theory of Constraints (TOC), a number of observable outcomes expected to be associated with application of TOC, and business unit performance. Measures were developed for each of the elements of TOC and a number of observable outcomes (OUTCOMES) expected to be associated with practice of TOC. TOC is defined as consisting of scheduling logistics (LOGISTICS), the Thinking Process (THINKING), and non-traditional performance measures (MEASURES). A previously developed and widely used measure of business unit performance (PERFORMANCE) was employed.

The sampling frame for this …

An Empirical Examination Of Individual, Issue-Related, And Organizational Determinants Of Ethical Judgments, Sean Robert Valentine

Doctoral Dissertations

The purpose of this dissertation was to empirically examine an ethical decision-making model that contained individual, issue-related, and organizational factors. At the individual level, the relationship between two job attitudes, job satisfaction and organizational commitment, and ethical judgments was assessed. At the issue-related level, the association between moral intensity and ethical judgments was examined. At the organizational level, the relationship between ethical context and ethical judgments was examined. The hypothesized moderating effect of ethical context on the relationship between job attitudes and ethical judgments was also tested.

A national sample of 3,000 sales professionals was used to test the hypotheses. …

Consequences Of Contingent Compensation, James Herschel Turner

Doctoral Dissertations

The principal objective of this study is the explication of the impact of incentives on measures of performance. The effects of contingent compensation (commissions and bonuses) on role stress, job attitudes, and performance outcomes were studied in a multi-industry sample of 255 employees.

It was hypothesized that as compensation contingency increases, role conflict and financial anxiety also increase and the increase in stress would be negatively related to in-role performance, organizational commitment, and job satisfaction. Finally, it was hypothesized that as organizational commitment and job satisfaction are reduced, intent-to-leave will be increased and extra-role performance will be reduced. The sum …