Successfully managing employees' corporate social performance (CSP) perceptions requires insights into their antecedents. However, not much is currently known on the subject. We contribute to the micro-level corporate social responsibility (CSR) literature in two ways: (a) we investigate the...

We extend Aguinis and Glavas' (2013) work by focusing on the underlying mechanisms that drive employees' reactions to embedded and peripheral CSR. We draw from attribution theory, and specifically utilize Kelley's (1967) covariation model to explore employee causal reasoning towards the firm's...

Do employee judgments of their organization’s Corporate Social Responsibility (CSR) programs relate to CSR-specific performance and in-role job performance? Can middle managers influence the formation of such judgments and what factors might moderate such cascading influences? To answer these...

The vast majority of the extant literature on Corporate Social Responsibility (CSR) has focused on the macro (firm) level of analysis by examining the linkage between CSR and firm-level outcomes. As such, very few studies have focused on the micro (individual) level of analysis. Against this...

Corporate social responsibility (CSR) is gaining momentum among researchers and practitioners. In spite of this extensive interest, systematic research regarding the effects of CSR on other stakeholder groups, besides consumers, remains sparse. Based on a field study in a global Fortune 500...

Building consumer loyalty remains a key priority but is also problematic for managers, since many loyalty improvement programs based on corporate associations investments regularly fail to deliver intended results. A possible explanation for this unpleasant situation likely relates to managers'...

Customer data offers monetization opportunities but also entails potential risks for many businesses because of customer privacy concerns. Despite the increasing importance of these trade offs, there is limited research of their impact on businesses. To address this gap, we develop a theoretical...

What is sales strategy? How and when does it affect performance? This study attempts to provide answers to these overlooked questions by developing a comprehensive conceptualization of sales strategy and examining its impact on sales force and firm performance. Sales strategy was operationalized...

This research focuses on the impact of leadership empowerment behavior (LEB) on customer service satisfaction and sales performance, as mediated by salespeople’s self-efficacy and adapt ability. Moreover, the authors propose an interactive relationship whereby LEB will be differentially...

This research focuses on the impact that salesperson knowledge and empowering leader behaviors have on salesperson working smarter and working harder behaviors. In turn, we examine the impact of working harder and smarter on customer service, customer satisfaction, and ultimately, on sales...