Job Insecurity Spillover to Key Account Management: Negative Effects on Performance, Effectiveness, Adaptiveness, and Esprit de Corps

Most of the existing research on outcomes of job insecurity has identified individual-level burdens such as reduced attitudinal attachments toward work and well being. Far fewer studies have examined work-related outcomes that are of substantial concern to organizational success. In this paper, we i...

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Bibliographic Details
Published in:Journal of business and psychology 2005-07, Vol.19 (4), p.483-503
Main Authors: Reisel, William D., Chia, Swee-Lim, Maloles, Cesar M.
Format: Article
Language:English
Subjects:
Business structures
Customer service
Customer services
Demography
Effects
Employees
Employment security
Formalization
Hypotheses
Job performance evaluation
Marketing strategies
Occupational psychology
Psychological attitudes
Quality of service
Regression analysis
Research design
Stress
Studies
Variables
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Summary:Most of the existing research on outcomes of job insecurity has identified individual-level burdens such as reduced attitudinal attachments toward work and well being. Far fewer studies have examined work-related outcomes that are of substantial concern to organizational success. In this paper, we investigated four new work-related outcomes of job insecurity that are part of the literature on key account management (KAM): customer performance, effectiveness with customers, adaptiveness to changing competitive conditions, and esprit de corps. A total of 353 U.S. based employees participated. The findings of this research suggest that job insecure workers perceive their organizations to be ineffective in delivering on all four KAM outcomes.
ISSN:0889-3268
1573-353X
DOI:10.1007/s10869-005-4521-7