Faculty research from professors at Appalachian State University's Walker College of Business has shown that organizations' justice norms enhance relational norms, which then increase commitment of the salespeople and decrease their turnover intentions.
The research, presented in an article titled Social norms in the salesforce: justice and relationalism, was co-authored by Dr. Ilgim Dara Benoit and Dr. Jeffrey Foreman, assistant professors in the Department of Marketing, and Dr. Shawn Bergman, director of the college's professional education program, as well as investigators from University of Massachusetts—Amherst and Suffolk University.
The researchers found that "sales managers should pay attention to the salespeople’s perceptions of justice norms." This is the first paper to show how each justice norm is unique in its importance to shape the relationship between sales manager and salespeople in a way that increases the quality of relational norms, which then positively influences commitment of the salespeople and decreases their turnover intention.
The article was published in the Journal of Business & Industrial Marketing.
About Research in the Walker College of Business
Walker College of Business faculty produce and disseminate extensive research through both academic and professional communities. In the last five years, faculty members have published approximately 400 peer-reviewed academic journal articles, 130 conference proceedings and made more than 400 conference and professional presentations in 170 different venues. In total, the faculty has produced more than 700 individual intellectual contributions in basic discovery research, more than 400 contributions in applied or integrative research and 240 contributions in teaching and learning research. For more information, visit business.appstate.edu/faculty/research.
About the Department of Marketing
In Appalachian State University's Marketing (BSBA) degree program, students learn to drive industry initiatives that develop customer satisfaction and retention, contribute to company profits and build connections with suppliers, distributors, and the community. Marketing students gain hands-on experience by identifying problems, developing plans, and implementing effective marketing programs.
Research suggests sales managers should pay attention to the salespeople’s perceptions of justice norms
Benoit, Foreman, Bergman