TITLE

ORGANIZATIONAL READINESS FOR CHANGE, INDIVIDUAL FEAR OF CHANGE, AND SALES MANAGER PERFORMANCE: AN EMPIRICAL INVESTIGATION

AUTHOR(S)
Weeks, William A.; Roberts, James; Chonko, Lawrence B.; Jones, Eli
PUB. DATE
January 2004
SOURCE
Journal of Personal Selling & Sales Management;Winter2004, Vol. 24 Issue 1, p7
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Sales organizations are experiencing a period of increasing change in the marketplace. Consequently, firms must strive to develop and implement successful change initiatives. Previous research has had limited success in explaining the factors that are associated with successful versus unsuccessful change initiatives. This study examines perceptions of an organization's readiness for change and individual fear of change as they relate to individual performance. Three hundred and forty-three sales managers from several industries participated in this study. A significant positive association was found between a sales manager's perception of his or her organization's readiness for change and his or her own job performance. When taking into consideration a sales manager's fear of change, the aforementioned relationship between perceived organizational readiness for change and sales manager job performance is enhanced. Implications for academicians and practitioners are provided along with directions for future research.
ACCESSION #
13873529

 

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