IDEAS home Printed from https://ideas.repec.org/a/spr/svcbiz/v15y2021i4d10.1007_s11628-021-00457-6.html
   My bibliography  Save this article

Impact of managerial control on the relationship between customer incivility and frontline employees’ up-selling behavior

Author

Listed:
  • Won-Moo Hur

    (Inha University)

  • Tae-Won Moon

    (Hongik University)

  • Minsung Kim

    (Inha University)

Abstract

This study examined the relationship between customer incivility and salespeople’s up-selling behavior as mediated via emotional exhaustion and the moderating effect of sales control systems (e.g., outcome-based control and behavior-based control) on the relationship. Survey data from 397 salespeople working at department stores in South Korea were examined. The results indicated that the negative relationship between customer incivility and up-selling behavior was mediated by emotional exhaustion. Outcome-based control buffered the negative outcomes of customer incivility, whereas behavior-based control strengthened the negative relationship between customer incivility and emotional exhaustion. Furthermore, outcome-based control decreased the negative indirect relationship between customer incivility and up-selling behavior, while behavior-based control amplified it.

Suggested Citation

  • Won-Moo Hur & Tae-Won Moon & Minsung Kim, 2021. "Impact of managerial control on the relationship between customer incivility and frontline employees’ up-selling behavior," Service Business, Springer;Pan-Pacific Business Association, vol. 15(4), pages 639-665, December.
    • Handle: RePEc:spr:svcbiz:v:15:y:2021:i:4:d:10.1007_s11628-021-00457-6
    DOI: 10.1007/s11628-021-00457-6
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s11628-021-00457-6
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s11628-021-00457-6?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Miao Li & Luluo Peng & Guijun Zhuang, 2020. "Sales Control Systems and Salesperson Commitment: The Moderating Role of Behavior Uncertainty," Sustainability, MDPI, vol. 12(7), pages 1-18, March.
    2. Dana Yagil & Hana Medler-Liraz, 2019. "The effect of customer social status and dissatisfaction on service performance," Service Business, Springer;Pan-Pacific Business Association, vol. 13(1), pages 153-169, March.
    3. Jiyoung Kim & Russell Lacey & Hae-Ryong Kim & Jaebeom Suh, 2019. "How CSR serves as a preventive mechanism for coping with dysfunctional customer behavior," Service Business, Springer;Pan-Pacific Business Association, vol. 13(4), pages 671-694, December.
    4. Minjeong Kang & Taeshik Gong, 2019. "Dysfunctional customer behavior: conceptualization and empirical validation," Service Business, Springer;Pan-Pacific Business Association, vol. 13(4), pages 625-646, December.
    5. Clay M. Voorhees & Michael K. Brady & Roger Calantone & Edward Ramirez, 2016. "Discriminant validity testing in marketing: an analysis, causes for concern, and proposed remedies," Journal of the Academy of Marketing Science, Springer, vol. 44(1), pages 119-134, January.
    6. Ayşe Banu Elmadağ & Alexander E. Ellinger, 2018. "Alleviating job stress to improve service employee work affect: the influence of rewarding," Service Business, Springer;Pan-Pacific Business Association, vol. 12(1), pages 121-141, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Park, Hyewon & Hur, Won-Moo, 2023. "Customer showrooming behavior, customer orientation, and emotional labor: Sales control as a moderator," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
    2. Agnihotri, Arpita & Bhattacharya, Saurabh & Gupta, Suraksha, 2023. "Do morally disengaged employees withdraw from customer-oriented citizenship behavior in response to customers’ uncivil behavior?," Journal of Business Research, Elsevier, vol. 165(C).
    3. Do Uyen Tam & Nguyen Thi Mai Trang, 2024. "Customer and supervisor incivility, psychological distress, and job performance among airport frontline employees: the moderating role of mindfulness," Service Business, Springer;Pan-Pacific Business Association, vol. 18(3), pages 395-416, December.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Miri Chung & Young-Hye Jang & Steven A. Edelson, 2021. "The path from role clarity to job satisfaction: natural acting and the moderating impact of perceived fairness of compensation in services," Service Business, Springer;Pan-Pacific Business Association, vol. 15(1), pages 77-102, March.
    2. Jiyoung Kim & Russell Lacey & Hae-Ryong Kim & Jaebeom Suh, 2019. "How CSR serves as a preventive mechanism for coping with dysfunctional customer behavior," Service Business, Springer;Pan-Pacific Business Association, vol. 13(4), pages 671-694, December.
    3. Minjeong Kang & Taeshik Gong, 2019. "Dysfunctional customer behavior: conceptualization and empirical validation," Service Business, Springer;Pan-Pacific Business Association, vol. 13(4), pages 625-646, December.
    4. Joana Boesche Tomazelli & Simoni F. Rohden & Lélis Balestrin Espartel, 2024. "The effect of social proximity, attribution, and guilt on accepting dysfunctional customer behavior," Service Business, Springer;Pan-Pacific Business Association, vol. 18(1), pages 133-159, March.
    5. Sandra Maria Correia Loureiro & Ricardo Godinho Bilro & Diogo Neto, 2023. "Working with AI: can stress bring happiness?," Service Business, Springer;Pan-Pacific Business Association, vol. 17(1), pages 233-255, March.
    6. Mohd Faizal Hamzah* & Mohamad Noorman Masrek & Irwan Kamaruddin Abdul Kadir, 2018. "Work Design and Competencies in Relation to Work Performance: A Proposed Framework," The Journal of Social Sciences Research, Academic Research Publishing Group, pages 127-136:2.
    7. Chen, Yanyan & Mandler, Timo & Meyer-Waarden, Lars, 2021. "Three decades of research on loyalty programs: A literature review and future research agenda," Journal of Business Research, Elsevier, vol. 124(C), pages 179-197.
    8. Wang, Le & Luo, Xin (Robert) & Li, Han, 2022. "Envy or conformity? An empirical investigation of peer influence on the purchase of non-functional items in mobile free-to-play games," Journal of Business Research, Elsevier, vol. 147(C), pages 308-324.
    9. Mahadzirah Mohamad & Asyraf Afthanorhan* & Zainudin Awang & Morliyati Mohammad, 2019. "Comparison Between CB-SEM and PLS-SEM: Testing and Confirming the Maqasid Syariah Quality of Life Measurement Model," The Journal of Social Sciences Research, Academic Research Publishing Group, vol. 5(3), pages 608-614, 03-2019.
    10. Robertico Croes & Jeong-Yeol Park & Jorge Bonilla, 2024. "Tourism and Resident Well-Being: Balancing Economic Gains, Social Dynamics, and Environmental Challenges Across Urban and Rural Divides," Tourism and Hospitality, MDPI, vol. 5(4), pages 1-19, November.
    11. Yuan-Shuh Lii & May-Ching Ding & Chih-Huang Lin, 2018. "Fair or Unfair: The Moderating Effect of Sustainable CSR Practices on Anticipatory Justice Following Service Failure Recovery," Sustainability, MDPI, vol. 10(12), pages 1-21, December.
    12. Pomerlyan, Evgeniya & Belitski, Maksim, 2023. "Integration - Growth relationship: A literature review and future research agenda using a TCCM approach," European Management Journal, Elsevier, vol. 41(6), pages 1106-1118.
    13. Rebecca Pera & Giampaolo Viglia, 2017. "Can snacking be healthy? A comparison between coeliacs and health conscious food consumers," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2017(3), pages 79-99.
    14. Muhammad Irfan & Wesam Salah Alaloul & Maria Ghufran & Ghulam Yaseen & Muhammad Jamaluddin Thaheem & Abdul Hannan Qureshi & Muhammad Bilal, 2024. "Analyzing the impact of organizational culture on social sustainability: a perspective of the construction industry," Environment, Development and Sustainability: A Multidisciplinary Approach to the Theory and Practice of Sustainable Development, Springer, vol. 26(1), pages 1103-1133, January.
    15. Derya Demirdelen Alrawadieh, 2021. "Does Employability Anxiety Trigger Psychological Distress and Academic Major Dissatisfaction? A Study on Tour Guiding Students," Journal of Tourismology, Istanbul University, Faculty of Economics, vol. 7(1), pages 55-71, June.
    16. Jussi Tanskanen & Liisa Mäkelä & Riitta Viitala, 2019. "Linking Managerial Coaching and Leader–Member Exchange on Work Engagement and Performance," Journal of Happiness Studies, Springer, vol. 20(4), pages 1217-1240, April.
    17. Chatterjee, Sheshadri & Chaudhuri, Ranjan & Vrontis, Demetris, 2022. "Managing knowledge in Indian Organizations: An empirical investigation to examine the moderating role of jugaad," Journal of Business Research, Elsevier, vol. 141(C), pages 26-39.
    18. Wyatt A. Schrock & Douglas E. Hughes & Yanhui Zhao & Clay Voorhees & John R. Hollenbeck, 2021. "Self-oriented competitiveness in salespeople: sales management implications," Journal of the Academy of Marketing Science, Springer, vol. 49(6), pages 1201-1221, November.
    19. Cassandra France & Debra Grace & Joseph Lo Iacono & Joan Carlini, 0. "Exploring the interplay between customer perceived brand value and customer brand co-creation behaviour dimensions," Journal of Brand Management, Palgrave Macmillan, vol. 0, pages 1-15.
    20. Hauck, Jana & Suess-Reyes, Julia & Beck, Susanne & Prügl, Reinhard & Frank, Hermann, 2016. "Measuring socioemotional wealth in family-owned and -managed firms: A validation and short form of the FIBER Scale," Journal of Family Business Strategy, Elsevier, vol. 7(3), pages 133-148.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:svcbiz:v:15:y:2021:i:4:d:10.1007_s11628-021-00457-6. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.