Managerial antecedents and individual consequences of group cohesiveness in travel service selling

Kenneth R. Baktkus; Roy D. Howell; C. R.Michael Parent; Cathy L. Hartman

doi:10.1177/004728759703500409

Managerial antecedents and individual consequences of group cohesiveness in travel service selling

Kenneth R. Baktkus, Roy D. Howell, C. R.Michael Parent, Cathy L. Hartman

Business Administration

Research output: Contribution to journal › Article › peer-review

4 Scopus citations

Abstract

A latent variable structural equation model describing the relationship between managerial actions, group cohesiveness, and selected job-related outcomes was developed and tested using a sample of travel agents. The results of the analysis indicated that cohesiveness influences a variety of salient outcomes, including organizational commitment, job satisfaction, motivation, and role stress. Consistent with some prior research, the relationship between cohesiveness and selling performance was not significant. The results also showed that management actions in the form of task-oriented and relationship-oriented leadership directly influence cohesiveness. Managerial implications are discussed.

Original language	English
Pages (from-to)	56-63
Number of pages	8
Journal	Journal of Travel Research
Volume	35
Issue number	4
DOIs	https://doi.org/10.1177/004728759703500409
State	Published - 1997

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abstract = "A latent variable structural equation model describing the relationship between managerial actions, group cohesiveness, and selected job-related outcomes was developed and tested using a sample of travel agents. The results of the analysis indicated that cohesiveness influences a variety of salient outcomes, including organizational commitment, job satisfaction, motivation, and role stress. Consistent with some prior research, the relationship between cohesiveness and selling performance was not significant. The results also showed that management actions in the form of task-oriented and relationship-oriented leadership directly influence cohesiveness. Managerial implications are discussed.",

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AB - A latent variable structural equation model describing the relationship between managerial actions, group cohesiveness, and selected job-related outcomes was developed and tested using a sample of travel agents. The results of the analysis indicated that cohesiveness influences a variety of salient outcomes, including organizational commitment, job satisfaction, motivation, and role stress. Consistent with some prior research, the relationship between cohesiveness and selling performance was not significant. The results also showed that management actions in the form of task-oriented and relationship-oriented leadership directly influence cohesiveness. Managerial implications are discussed.

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