Linking performance outcomes to salesperson organizational citizenship behavior in an industrial sales setting

More than ever before, firms in the industrial marketplace are focusing on the contribution of the salesperson and selling role to organizational success. Considerable recent research shows that not only in-role but also extra-role behaviors-organizational citizenship behaviors (OCBs)-are important in modeling salesperson performance. Yet, to date little effort has focused on examining the impact of OCB on relevant performance outcomes. Employing a sample of 207 industrial field salespeople from two companies and industries across the United States, this study reveals differences in impact of OCB on four diverse performance outcome types. The findings are discussed in terms of managerial applicability to industrial sales organizations, and a resulting set of next research steps is presented.

The Front National:from systematic opposition to systemic integration?

For most of its existence, the Front National (FN) fitted the classic definition of the anti-system party, opposing the founding values, institutions and elites of the Fifth Republic. Now, under Marine Le Pen's leadership, it has embarked on a strategy to integrate to the regime it once defied. Does this strategy of normalisation bear scrutiny? Using a framework drawn from Giovanni Sartori and Robert Michels, this article asks whether the FN is a one-time anti-system party that is becoming mainstream, and also whether these simple oppositional categories are adequate for understanding ideological and policy evolution in the FN's case. Through an analysis of continuity and change in FN strategy and programmes, the article shows a party torn between anti-system differentiation and institutional adaptation. It may claim to have cast out its demons but has not undertaken the necessary moderation of its programme to substantiate that claim. The FN today is on no linear path of deradicalisation but exhibits a combination of consistent, diminished and increasing radicalism across different policy areas. Despite an upward dynamic and a hugely favourable context, it remains almost entirely excluded from power and far from the breakthrough required to become a party of government.

Encouraging majority support for immigrant access to health services:multiple categorization and social identity complexity as antecedents of health equality

Health disparities between groups remain even after accounting for established causes such as structural and economic factors. The present research tested, for the first time, whether multiple social categorization processes can explain enhanced support for immigrant health (measured by respondents’ behavioral intention to support immigrants’ vaccination against A H1N1 disease by cutting regional public funds). Moreover, the mediating role of individualization and the moderating role of social identity complexity were tested. Findings showed that multiple versus single categorization of immigrants lead to support their right to health and confirmed the moderated mediation hypothesis. The potential in developing this sort of social cognitive intervention to address health disparities is discussed.