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Influence of Formalization on Role Stress, Organizational Commitment, and Work Alienation of Salespersons: A Cross-National Comparative Study

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  • Sanjeev Agarwal

    (Iowa State University)

Abstract

Organizations rely on formalization to coordinate the efforts of employees; however, this practice has been found to have a negative influence on role stress, organizational commitment, and work alienation of salespersons. Though the negative influence of formalization in the United States has been known for some time, we still cannot predict if similar relationships would/should be observed in other countries because the rationale developed to explain these relationships in the United States did not consider the cultural factors that influence them. With such knowledge, it would become possible to anticipate the nature of the relationship in different cultural environments. Such an approach to developing cross-national models has been often suggested but seldom implemented. By emphasizing the role of culture, this study generates practical guidelines for both practitioners and theorists.© 1993 JIBS. Journal of International Business Studies (1993) 24, 715–739

Suggested Citation

  • Sanjeev Agarwal, 1993. "Influence of Formalization on Role Stress, Organizational Commitment, and Work Alienation of Salespersons: A Cross-National Comparative Study," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 24(4), pages 715-739, December.
    • Handle: RePEc:pal:jintbs:v:24:y:1993:i:4:p:715-739
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    5. Alexander Maune, 2018. "The Role of Competitive Intelligence in Trade Facilitation in an Emerging Economy," Journal of Economics and Behavioral Studies, AMH International, vol. 9(6), pages 132-148.
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    8. Banai, Moshe & Reisel, William D., 2007. "The influence of supportive leadership and job characteristics on work alienation: A six-country investigation," Journal of World Business, Elsevier, vol. 42(4), pages 463-476, December.
    9. Katsikea, Evangelia & Theodosiou, Marios & Morgan, Robert E., 2015. "Why people quit: Explaining employee turnover intentions among export sales managers," International Business Review, Elsevier, vol. 24(3), pages 367-379.
    10. Katsikea, Evangelia & Theodosiou, Marios & Perdikis, Nick & Kehagias, John, 2011. "The effects of organizational structure and job characteristics on export sales managers' job satisfaction and organizational commitment," Journal of World Business, Elsevier, vol. 46(2), pages 221-233, April.
    11. Tse, Alan C. B. & Sin, Leo Y. M. & Yau, Oliver H. M. & Lee, Jenny S. Y. & Chow, Raymond, 2003. "Market orientation and business performance in a Chinese business environment," Journal of Business Research, Elsevier, vol. 56(3), pages 227-239, March.
    12. Bao, Yeqing & Zheng Zhou, Kevin & Zhou, Nan, 2006. "Social alienation in a transitional economy: Antecedents and impact on attitude toward social reform," Journal of Business Research, Elsevier, vol. 59(9), pages 990-998, September.
    13. Maha Dajani & Mohamad Saad Mohamad, 2017. "Perceived Organisational Injustice and Counterproductive Behaviour: The Mediating Role of Work Alienation Evidence from the Egyptian Public Sector," International Journal of Business and Management, Canadian Center of Science and Education, vol. 12(5), pages 192-192, April.
    14. CUYVERS, Ludo & DUMONT, Michel & VIVIERS, W. & DE PELSMACKER, Patrick & MULLER, M.-L. & JEGERS, Marc & SAAYMAN, A., "undated". "Export intensity and the competitive intelligence of exporting companies: Evidence from Belgium and South Africa," Working Papers 2006023, University of Antwerp, Faculty of Business and Economics.
    15. Chiaburu, Dan S. & Thundiyil, Tomas & Wang, Jiexin, 2014. "Alienation and its correlates: A meta-analysis," European Management Journal, Elsevier, vol. 32(1), pages 24-36.
    16. Piercy, Nigel F. & Low, George S. & Cravens, David W., 2004. "Examining the effectiveness of sales management control practices in developing countries," Journal of World Business, Elsevier, vol. 39(3), pages 255-267, August.
    17. Somnath Lahiri, 2011. "India-focused publications in leading international business journals," Asia Pacific Journal of Management, Springer, vol. 28(2), pages 427-447, June.
    18. Xiangfei Zeng & Ning Zhang & Lianghua Chen & Wenpei Zhang, 2023. "The Impact of Interactive Control in Budget Management on Innovation Performance of Enterprises: From the Perspective of Manager Role Stress," IJERPH, MDPI, vol. 20(3), pages 1-21, January.
    19. Adler, Paul S. & Chen, Clara Xiaoling, 2011. "Combining creativity and control: Understanding individual motivation in large-scale collaborative creativity," Accounting, Organizations and Society, Elsevier, vol. 36(2), pages 63-85, February.
    20. Eren Erklıç & Ekrem Aydın, 2022. "Investigation of the Effect of Perceived Organizational Support on Organizational Alienation and Trust in Managers: An Application in Rize," Journal of Tourismology, Istanbul University, Faculty of Economics, vol. 8(2), pages 195-214, December.
    21. Jinsoo Hwang & Yekyoung Yoo & Insin Kim, 2021. "Dysfunctional Customer Behavior, Employee Service Sabotage, and Sustainability: Can Social Support Make a Difference?," IJERPH, MDPI, vol. 18(7), pages 1-16, March.
    22. Karjalainen, Katri & Salmi, Asta, 2013. "Continental differences in purchasing strategies and tools," International Business Review, Elsevier, vol. 22(1), pages 112-125.
    23. Harich, Katrin R. & LaBahn, Douglas W., 1998. "Enhancing International Business Relationships: A Focus on Customer Perceptions of Salesperson Role Performance Including Cultural Sensitivity," Journal of Business Research, Elsevier, vol. 42(1), pages 87-101, May.

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