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Salesperson–brand relationship: main dimensions and impact within the context of private brand retailing

hal.structure.identifier
hal.structure.identifierSorbonne Graduate Business School
dc.contributor.authorMichel, Géraldine
HAL ID: 172885
hal.structure.identifierDauphine Recherches en Management [DRM]
dc.contributor.authorMerk, Michaela
hal.structure.identifierRobinson College of Business
dc.contributor.authorEroglu, Sevgin
dc.date.accessioned2016-02-15T15:08:43Z
dc.date.available2016-02-15T15:08:43Z
dc.date.issued2015
dc.identifier.issn0885-3134
dc.identifier.urihttps://basepub.dauphine.fr/handle/123456789/15370
dc.language.isoenen
dc.subjectsalesperson managementen
dc.subjectbrand relationshipsen
dc.subjectprivate brandsen
dc.subject.ddc658.8en
dc.subject.classificationjelM.M3.M31en
dc.titleSalesperson–brand relationship: main dimensions and impact within the context of private brand retailingen
dc.typeArticle accepté pour publication ou publié
dc.description.abstractenPrivate branding is considered one of the most effective and efficient influencers of retailers’ return on investment in their fiercely competitive industry. However, no study to date has examined these brands’ impact on salespeople's motivation and commitment to their own employer. This study, based upon extensive qualitative and quantitative research, shows that salespeople's relationships with their private brands can be influential in increasing their selling motivation and organizational commitment. Toward this end, our study first identifies the three important dimensions of salesperson–brand relationship (affect, trust, perceived customer recognition due to the brand) and develops their measures. Second, the findings show that salesperson–brand relationships, which exist between the retail frontline employees and retailers’ private brand, strongly influence sales motivation and firm commitment with a moderating influence of role clarity regarding management's expectations from its salespeople.en
dc.relation.isversionofjnlnameJournal of Personal Selling and Sales Management
dc.relation.isversionofjnlvol35en
dc.relation.isversionofjnlissue4en
dc.relation.isversionofjnldate2015
dc.relation.isversionofjnlpages314-333en
dc.relation.isversionofdoi10.1080/08853134.2015.1110937en
dc.relation.isversionofjnlpublisherTaylor & Francisen
dc.subject.ddclabelMarketingen
dc.relation.forthcomingnonen
dc.relation.forthcomingprintnonen
dc.description.ssrncandidatenonen
dc.description.halcandidateouien
dc.description.readershiprechercheen
dc.description.audienceInternationalen
dc.relation.Isversionofjnlpeerreviewednon
dc.relation.Isversionofjnlpeerreviewedouien
dc.date.updated2016-01-20T14:20:27Z
hal.identifierhal-01274248*
hal.version1*
hal.author.functionaut
hal.author.functionaut
hal.author.functionaut


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