International Journal of Evidence Based Coaching and Mentoring, 2011
Lying is pervading organizations and has a high economic and social toll. Lying among salespeople... more Lying is pervading organizations and has a high economic and social toll. Lying among salespeople can be particularly dangerous, as they are at the boundaries of the organization and can affect many organizational outcomes. Traditionally, control systems have been used to reduce information asymmetry and the possibility of opportunistic behaviour (such as lying), and lately it was suggested that managers' attitudes and role modeling could further reduce them. Building on the social exchange framework, we analyse relational exchanges between managers and subordinates, and we propose that managerial coaching can reduce subordinates' lies. We present empirical evidence supporting our hypothesis and discuss significant theoretical and managerial implications.
Lying is pervading organizations and has a high economic and social toll. Lying among salespeople... more Lying is pervading organizations and has a high economic and social toll. Lying among salespeople can be particularly dangerous, as they are at the boundaries of the organization and can affect many organizational outcomes. Traditionally, control systems have been used to reduce information asymmetry and the possibility of opportunistic behaviour (such as lying), and lately it was suggested that managers’ attitudes and role modeling could further reduce them. Building on the social exchange framework, we analyse relational exchanges between managers and subordinates, and we propose that managerial coaching can reduce subordinates’ lies. We present empirical evidence supporting our hypothesis and discuss significant theoretical and managerial implications.
Sales managers can supervise and help salespeople achieve their performance goals by using two ty... more Sales managers can supervise and help salespeople achieve their performance goals by using two types of behaviours: ‘coaching’ or ‘directive’ behaviour. As companies can be interested in promoting coaching in order to develop their human resources, they can find useful to understand which factors affect sales managers’ motivation to coach rather than to “direct”. Building on Vroom’s Expectancy Theory, we develop a theoretical model exploring sales managers’ motivation to show a coaching behaviour. Organizational implications are drawn from the model.
Can introductory financial accounting grades predict student choice to major in accounting?
Journal of Applied Research in Higher Education
PurposeSocial cognitive career theory (“SCCT”) suggests that positive feedback can influence educ... more PurposeSocial cognitive career theory (“SCCT”) suggests that positive feedback can influence educational choices. Introductory courses often provide students with their first opportunity to obtain feedback in a given discipline. As a result, SCCT hypothesizes that introductory courses grades will impact a student's decision to major in a given discipline. The purpose of this paper is to explore this hypothesis in the accounting domain.Design/methodology/approachLongitudinal data were collected from four cohorts of students registered at a Canadian university. The main hypothesis is tested by estimating a logistic regression.FindingsA significant positive relationship is found between a student's introductory financial accounting (“IFA”) course grade and their decision to major in accounting. This decision to major in the discipline is not found to be affected by various student (e.g. biological sex or age) or instructor (e.g. whether the instructor holds a CPA designation or...
The effect of managerial coaching on salesperson's relationship behaviors: new evidence from frontline bank employees in China
International Journal of Bank Marketing
PurposeThe purpose of the study is to test the effect of relationship managerial behavior (i.e. m... more PurposeThe purpose of the study is to test the effect of relationship managerial behavior (i.e. managerial coaching) on frontline employee performance (i.e. sales performance) and the mediating effect of employee's relationship behaviors (i.e. customer orientation and adaptive selling) in a Chinese banking environment.Design/methodology/approachData were collected using a survey from 242 frontline employees working at a large commercial bank in Dalian (China). Measures on managerial coaching, customer orientation, adaptive selling and sales performance were adapted from the literature. Data were analyzed using structural equation modeling in AMOS 26.FindingsResults indicate that (1) managerial coaching positively affects employee customer orientation, (2) employee customer orientation positively affects employee adaptive selling behavior and (3) adaptive selling behavior positively affects sales performance. Bootstrap analysis confirmed the significance and stability of all the ...
Unleashing the power of salespersons’ implementation intentions through coaching
Development and Learning in Organizations: An International Journal
Purpose The purpose of the paper is to validate if managers (through the use of managerial coachi... more Purpose The purpose of the paper is to validate if managers (through the use of managerial coaching) can help subordinates develop implementation intentions to address difficult problems and situations with customers. These implementation intentions take the form of new task strategies and go beyond the automated mechanisms of providing more effort, persisting longer in the pursuit of goals or adapting old strategies to solve new problems. Design/methodology We designed a cross-sectional field study with a convenience sample of 184 salespeople from different companies. Respondents provided information concerning the coaching received from their supervisors, the degree to which they were able to develop implementation intentions in future encounters with customers, and sales performance. Data was analyzed using structural equation modeling in AMOS. Findings We found that coaching can help salespeople develop better implementation intentions and, thus, be more effective in their inter...
Managerial coaching (also known as the leader-as-coach model) is becoming prevalent as a new mana... more Managerial coaching (also known as the leader-as-coach model) is becoming prevalent as a new management paradigm to develop and empower employees and help them increase their performance. At the same time, the composition of the workforce has changed, with female employees reaching almost 50% of workers and around 30% of managers. Accordingly, scholars have set out to understand if gender affects managerial behaviors and employee responses. The goal of this study is to evaluate if significant differences in performance should be expected when coaching female and male employees. The results suggest that female and male responses to managerial coaching are more complex than expected. Managerial coaching positively affects female behavioral and result performance and male behavioral performance, but-contrary to expectations-no significant effect was found for coaching on male result performance. Additionally, female and male employees differ in their self-evaluation of the focal performance constructs, with females evaluating their contribution to performance at lower levels than their male counterparts. The results suggest that, to be an effective developmental tool, the approach taken with coaching should take into consideration the recipient's gender and address different areas of performance.
Coaching: An International Journal of Theory, Research and Practice
The present business environment of extreme competition and rapid changes has motivated scholars ... more The present business environment of extreme competition and rapid changes has motivated scholars to identify variables that can help companies stand up to and overcome these challenges. Research on self-regulation found that self-perceptions of efficacy not only can mediate the effects of external influences on results, but can also regulate employees' initiation, persistence and choice of purposeful actions. Within the selfregulatory framework, this paper specifically explores the role of managerial coaching as an antecedent of employee self-efficacy and performance. Using a sample of 122 Financial Advisors, we found that managerial coaching can increase employee self-efficacy, which in turn fully mediates the effects of coaching on results and behavioural performance. We suggest that, if generalized use of coaching by managers can increase employees' selfefficacy (which is instrumental in increasing employees' initiation and persistence of coping behavior when faced with challenges and problematic situations), then the use of managerial coaching by an organization might promote employee self-regulation, increase the organization's general resilience and, thus, can be considered a sustainable competitive advantage.
Coaching has been identified as one of the most important influences in Sales Management. So far,... more Coaching has been identified as one of the most important influences in Sales Management. So far, scientific research has addressed its research with a mechanicist view, considering simple models and a limited number of variables which do not reflect the inner complexity of a multi-level, dynamic, systemic human situation. This paper presents an integrated multi-level framework of analysis using System Dynamics' elements, which closes the above mentioned gap and opens new research avenues. Furthermore, the paper elaborates on the posibilities of expanding research by using the Sciences of Complexity's perspective, in particular the concept of Complex Evolving Systems.
Sales managers can supervise and help salespeople achieve their performance goals by using two ty... more Sales managers can supervise and help salespeople achieve their performance goals by using two types of behaviours: 'coaching' or 'directive' behaviour. As companies can be interested in promoting coaching in order to develop their human resources, they can find useful to understand which factors affect sales managers' motivation to coach rather than to "direct". Building on Vroom's Expectancy Theory, we develop a theoretical model exploring sales managers' motivation to show a coaching behaviour. Organizational implications are drawn from the model.
Lying is pervading organizations and has a high economic and social toll. Lying among salespeople... more Lying is pervading organizations and has a high economic and social toll. Lying among salespeople can be particularly dangerous, as they are at the boundaries of the organization and can affect many organizational outcomes. Traditionally, control systems have been used to reduce information asymmetry and the possibility of opportunistic behaviour (such as lying), and lately it was suggested that managers' attitudes and role modeling could further reduce them. Building on the social exchange framework, we analyse relational exchanges between managers and subordinates, and we propose that managerial coaching can reduce subordinates' lies. We present empirical evidence supporting our hypothesis and discuss significant theoretical and managerial implications.
Expanding Sales Coaching research through System Dynamics' and Sciences of Complexity perspectives
Coaching has been identified as one of the most important influences in Sales Management. So far,... more Coaching has been identified as one of the most important influences in Sales Management. So far, scientific research has addressed its research witha mechanicist view, considering simple models and a limited number of variables which do not reflect the inner complexity of a multi-level, dynamic, systemic human situation. This paper presents an integrated multi-level framework of analysis using System Dynamics’ elements, which closes the above mentioned gap and opens new research avenues. Furthermore, the paper elaborates on the posibilities of expanding research by using the Sciences of Complexity’s perspective, in particular the concept of Complex Evolving Systems.
Fair trade (FT) is a widely recognized and accepted model of exchange for goods and services, whi... more Fair trade (FT) is a widely recognized and accepted model of exchange for goods and services, which has matured over several decades of evolution. Although Fair Trade products are increasingly important in many markets, research has neither provided a comprehensive framework to analyze this evolution nor provided a rationale that explains why this evolution took place. The purpose of this paper is twofold. First, we aim at integrating the different eras in the evolution of FT into a comprehensive framework that can facilitate the comparison between studies. Second, we aim at explaining this evolution from the perspective of the individual consumer using the Theory of Consumption Values (TCV). We propose that, as the organizational and marketing strategies evolved for FT products, a corresponding evolution at the consumer level took place. This evolution refers to the individual beliefs of the customer who is seeking and perceiving a set of values on FT products. The paper presents an innovative perspective, as well as implications for theory and practice.
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Papers by Claudio Pousa