Please use this identifier to cite or link to this item: http://hdl.handle.net/11718/20241
Full metadata record
DC FieldValueLanguage
dc.contributor.authorSharma, Dheeraj
dc.date.accessioned2018-02-06T08:43:14Z
dc.date.available2018-02-06T08:43:14Z
dc.date.issued2016-04-05
dc.identifier.urihttp://hdl.handle.net/11718/20241
dc.description.abstractWith the increasing ubiquity of the Internet, organizations are using the Internet channel to increase overall performance, consolidate existing markets, and expand into new markets. The literature, however, contends that the overarching benefits realized through the Internet oftentimes come at the expense of perceived job insecurity among individuals in the organization. This study explores perceptions of sales agents that develop because of the potential for the Internet to cannibalize their business and jeopardize relationships and their jobs. Results suggest that sales agents’ perception of cannibalization negatively influences their trust and commitment. Furthermore, environmental munificence moderates the influence of PC on trust and commitment. Additionally, Trust and Commitment mediate the impact of PC on Relational Capital, Job Satisfaction and Job Performance of a salesperson.en_US
dc.language.isoen_USen_US
dc.publisherIndian Institute of Management Ahmedabaden_US
dc.relation.ispartofseriesW.P.;2016-03-39
dc.subjectJob Performanceen_US
dc.subjectRelational Capitalen_US
dc.subjectRelational Capitalen_US
dc.subjectMarketsen_US
dc.subjectJob Satisfactionen_US
dc.titleAn exploratory investigation of impact of perceived cannibalization on salesperson’s trust, commitment, job satisfaction, job performance and relational capitalen_US
dc.typeWorking Paperen_US
Appears in Collections:Working Papers

Files in This Item:
File Description SizeFormat 
WP_2016_03_39.pdfWP_2016_3_39418.25 kBAdobe PDFView/Open


Items in IIMA Institutional Repository are protected by copyright, with all rights reserved, unless otherwise indicated.