Sales representatives’ ambidextrous behavior; a win-win situation in electronic performance monitoring system
Abstract/Description
Based on the Social exchange theory, this research develops and examines an exchange framework in the modern monitoring systems that can bring mutual gain for leaders and their subordinates working in the field. The authors collected data from 84 managers and 265 followers. In this framework, as an exchange relationship, followers demonstrate ambidextrous behavior under trust and perceived relationships with their leaders. Consequently, managers also gain steady performance and professional partnership with their subordinates after creating a trustful situation through the developmental purpose of electronic performance monitoring (EPM). This framework is unique in generating a win-win situation by proposing a positive relationship among the perceived developmental purpose of EPM, felt trust, perceived leader-member exchange (LMX), and ambidextrous behavior. The paper discusses theoretical and implications contributions.
Keywords
Electronic Performance Monitoring, Leader-member exchange relationship, Ambidextrous behavior
Track
Management
Session Number/Theme
Session 3C: Employee Behavior
Session Chair
Dr. Nyla Aleem Ansari, Institute of Business Administration, Karachi
Start Date/Time
24-6-2022 2:40 PM
End Date/Time
23-6-2022 3:00 PM
Location
Training Room 1, Marriott Hotel, Karachi
Recommended Citation
Ahmed, F., Ahmed, S., & Qureshi, N. (2022). Sales representatives’ ambidextrous behavior; a win-win situation in electronic performance monitoring system. 3rd IBA SBS International Conference 2024. Retrieved from https://ir.iba.edu.pk/sbsic/2022/program/46
COinS
Sales representatives’ ambidextrous behavior; a win-win situation in electronic performance monitoring system
Training Room 1, Marriott Hotel, Karachi
Based on the Social exchange theory, this research develops and examines an exchange framework in the modern monitoring systems that can bring mutual gain for leaders and their subordinates working in the field. The authors collected data from 84 managers and 265 followers. In this framework, as an exchange relationship, followers demonstrate ambidextrous behavior under trust and perceived relationships with their leaders. Consequently, managers also gain steady performance and professional partnership with their subordinates after creating a trustful situation through the developmental purpose of electronic performance monitoring (EPM). This framework is unique in generating a win-win situation by proposing a positive relationship among the perceived developmental purpose of EPM, felt trust, perceived leader-member exchange (LMX), and ambidextrous behavior. The paper discusses theoretical and implications contributions.
