Teams have become a ubiquitous feature of the marketing functions in organizations, however, the increased use of the team-based approach in marketing has not been matched by an increased understanding of how to foster enhanced team effectiveness in specific marketing contexts. This dissertation comprises two essays that investigate the impact of team process variables on team performance. In the first essay, using a longitudinal, multisource sample of 878 sales professionals aligned in 200 sales teams, we examine the influence of empowering leadership on team commitment, team organizational citizenship behaviors (OCBs), and team performance by employing a multilevel framework. We find that team commitment mediates the effect of leader empowerment behaviors on team OCBs, leader empowerment behaviors interact with team commitment as related to sportsmanship and civic virtue, team OCBs exhibit significant relationships with subsequent team performance, and team members' mean sales experience moderates the effect of team OCBs on team performance. In the second essay, in a field survey of 114 dyadic sales teams, we address the distinctions in team processes, and test the mediating role of action processes between planning processes and performance. We measure and test whether Shared Mental Models (SMMs) interact with team processes, particularly whether, in addition to their direct effects on team performance, they moderate the effects of team processes on team performance. SMMs significantly interacted with planning processes to produce action processes, but in opposite directions. Taskwork SMMs also significantly predicted team performance. Mediation tests showed that planning processes only had an indirect effect on performance through action processes.In the first essay, using a longitudinal, multisource sample of 878 sales professionals aligned in 200 sales teams, we examine the influence of empowering leadership on team commitment, team organizational citizenship behaviors (OCBs), and ...
|Title||:||Two Essays on Team Perspectives in Sales|
|Author||:||Babu L. John Mariadoss|
|Publisher||:||ProQuest - 2007|