Impact Of Organizational Citizenship Behavior Research Articles

Do Citizenship Behaviors Matter More for Managers Than for Salespeople?

This research was designed to investigate the effects of organizational citizenship behaviors (OCBs) and objective sales productivity on sales managers’ evaluations of their sales personnel’s performance and to examine whether the impact of OCBs on performance evaluations is greater at higher levels of the sales organization hierarchy. Two samples were obtained from the same organization: a sample of 987 multiline insurance agents and a sample of 161 agency managers. Objective measures of sales productivity were obtained for both samples along with evaluations of three dimensions of OCBs and an assessment of overall performance. The results indicate that managers’ evaluations are determined at least as much by OCBs as they are by objective measures of performance. After partialing out common method variance, the results also indicate that OCBs account for a greater proportion of a sales manager’s evaluation than of a sales representative’s evaluation. The implications of these findings are discussed.

Impact of Organizational Citizenship Behavior on Organizational Performance: A Review and Suggestion for Future Research

Despite. the widespread interest in the topic of organizational citizenship behaviors (OCBs), little empirical research has tested the fundamental assumption that these forms of behavior improve the effectiveness of work groups or organizations. This article examines the assumption that OCBs improve the effectiveness of work groups or organizations in which they are exhibited. First, several theoretical and conceptua1 explanations of why OCBs may improve organizational effectiveness are provided. Following this, a review of the available empirical evidence is provided. The results of this review indicate that OCBs make important contributions to the variance in organizational effectiveness, although helping behavior tends to have more system- atic effects than either sportsmanship or civic virtue. Finally, the implications of these findings for future research are discussed.

The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance

The research objective was to examine the relative impact of “organizational citizenship behaviors” (OCBs) and objective sales productivity on sales managers’ evaluations of the performance of their sales personnel. Objective measures of sales productivity were obtained for three diverse sales samples: (1) 261 multiline insurance agents, (2) 204 petrochemical sales representatives, and (3) 108 district sales managers working for a large pharmaceutical company. Managerial evaluations of organizational citizenship behavior and overall performance were also obtained for each of these people. The results indicate that (1) managers do recognize several different dimensions of “citizenship” behavior, and these OCBs are distinct from objective sales productivity, (2) the combination of OCBs and objective sales productivity accounts for substantially more variance in managers’ overall evaluations than typically is accounted for by sales productivity alone, and (3) the OCBs (taken as a group) consistently account for a larger portion of the variance in managerial evaluations than does sales productivity. The implications of these findings for salesforce motivation and evaluation are discussed.

The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance

The research objective was to examine the relative impact of “organizational citizenship behaviors” (OCBs) and objective sales productivity on sales managers’ evaluations of the performance of thei...