TY - JOUR
T1 - Managerial antecedents and individual consequences of group cohesiveness in travel service selling
AU - Baktkus, Kenneth R.
AU - Howell, Roy D.
AU - Parent, C. R.Michael
AU - Hartman, Cathy L.
PY - 1997
Y1 - 1997
N2 - 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.
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.
UR - http://www.scopus.com/inward/record.url?scp=0031391299&partnerID=8YFLogxK
U2 - 10.1177/004728759703500409
DO - 10.1177/004728759703500409
M3 - Article
AN - SCOPUS:0031391299
VL - 35
SP - 56
EP - 63
JO - Journal of Travel Research
JF - Journal of Travel Research
SN - 0047-2875
IS - 4
ER -