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Intraorganizational Employee Navigation And Socially-Derived Outcomes: Conceptualization, Validation, And Effects On Job Performance, Christopher Plouffe, Yany Gregoire
Intraorganizational Employee Navigation And Socially-Derived Outcomes: Conceptualization, Validation, And Effects On Job Performance, Christopher Plouffe, Yany Gregoire
Christopher R. Plouffe
Intraorganizational employee navigation (IEN) is conceptualized as a means of better understanding how the organizational actor proactively works across their firm's internal environment in the execution of their jobs. Navigation is argued to be a precursor to the employee's overall performance through a class of mediating variables labeled “socially derived outcomes,” which are variables inside the organization that are bestowed upon the employee as a result of them first engaging in proactive behavior (e.g., IEN). Two studies are reported. Study I sees IEN psychometrically validated versus a range of existing proactive behaviors and individual traits (discriminant, nomological, and criterion-related validity) …
"I Think I Can…I Think I Can": The Impact Of Perceived Selling Efficacy And Deal Disclosure On Salesperson Escalation Of Commitment, Leff Bonney, Christopher Plouffe, Jeremey Wolter
"I Think I Can…I Think I Can": The Impact Of Perceived Selling Efficacy And Deal Disclosure On Salesperson Escalation Of Commitment, Leff Bonney, Christopher Plouffe, Jeremey Wolter
Christopher R. Plouffe
Salespeople have considerable autonomy in the choices they make with respect to both the types and amounts of resources they deploy in pursuing potential customer accounts and specific sales opportunities. Building from a prospect theory framework and also leveraging self-justification theory, this research reports the results of three experimental studies conducted on practicing salespeople. The experiments help shed light on several factors that might influence a critical form of salesperson resource allocation decision — the allocation of the salesperson's own ‘selling time’ which is devoted to a specific sales opportunity. Study 1 establishes that an escalation of commitment effect exists …