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The Effect of Psychological Climate for Innovation on Salespeople’s Creativity and Turnover Intention

The Effect of Psychological Climate for Innovation on Salespeople’s Creativity and Turnover... Psychological climate for innovation (PCI) has received little attention in sales research, although psychological climate as a general construct has been studied extensively in social psychology. This study examines two outcomes of PCI in the sales context: salespeople’s creativity and voluntary turnover intention (VTI). We conceptualize and test a partial mediating mechanism composed of learning orientation and job satisfaction. Data collected from a sample of business-to-business salespeople from multiple companies in the northeast United States provide general support for the model. Overall, PCI is found to enhance sales creativity and reduce VTI. It positively affects salespeople’s learning orientation and job satisfaction, and learning orientation further enhances job satisfaction and sales creativity. However, job satisfaction actually reduces creativity. While PCI positively influences creativity through learning orientation, it exerts a negative effect through job satisfaction. Finally, we find that PCI reduces VTI both directly and indirectly through its positive effects on learning orientation and job satisfaction. The results offer insights and challenges for sales managers on how to retain a learning and creative sales force in an innovative work environment. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Personal Selling & Sales Management Taylor & Francis

The Effect of Psychological Climate for Innovation on Salespeople’s Creativity and Turnover Intention

The Effect of Psychological Climate for Innovation on Salespeople’s Creativity and Turnover Intention

Journal of Personal Selling & Sales Management , Volume 33 (4): 15 – Dec 1, 2013

Abstract

Psychological climate for innovation (PCI) has received little attention in sales research, although psychological climate as a general construct has been studied extensively in social psychology. This study examines two outcomes of PCI in the sales context: salespeople’s creativity and voluntary turnover intention (VTI). We conceptualize and test a partial mediating mechanism composed of learning orientation and job satisfaction. Data collected from a sample of business-to-business salespeople from multiple companies in the northeast United States provide general support for the model. Overall, PCI is found to enhance sales creativity and reduce VTI. It positively affects salespeople’s learning orientation and job satisfaction, and learning orientation further enhances job satisfaction and sales creativity. However, job satisfaction actually reduces creativity. While PCI positively influences creativity through learning orientation, it exerts a negative effect through job satisfaction. Finally, we find that PCI reduces VTI both directly and indirectly through its positive effects on learning orientation and job satisfaction. The results offer insights and challenges for sales managers on how to retain a learning and creative sales force in an innovative work environment.

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References (98)

Publisher
Taylor & Francis
Copyright
© 2013 PSE National Educational Foundation. All rights reserved
ISSN
1557-7813
eISSN
0885-3134
DOI
10.2753/PSS0885-3134330402
Publisher site
See Article on Publisher Site

Abstract

Psychological climate for innovation (PCI) has received little attention in sales research, although psychological climate as a general construct has been studied extensively in social psychology. This study examines two outcomes of PCI in the sales context: salespeople’s creativity and voluntary turnover intention (VTI). We conceptualize and test a partial mediating mechanism composed of learning orientation and job satisfaction. Data collected from a sample of business-to-business salespeople from multiple companies in the northeast United States provide general support for the model. Overall, PCI is found to enhance sales creativity and reduce VTI. It positively affects salespeople’s learning orientation and job satisfaction, and learning orientation further enhances job satisfaction and sales creativity. However, job satisfaction actually reduces creativity. While PCI positively influences creativity through learning orientation, it exerts a negative effect through job satisfaction. Finally, we find that PCI reduces VTI both directly and indirectly through its positive effects on learning orientation and job satisfaction. The results offer insights and challenges for sales managers on how to retain a learning and creative sales force in an innovative work environment.

Journal

Journal of Personal Selling & Sales ManagementTaylor & Francis

Published: Dec 1, 2013

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