Customer orientation: the interactive effect of role clarity and learning goal orientation

Purpose Customer orientation of service employees relates to customer satisfaction and loyalty, sales growth and business performance. Drawing from conservation of resources (COR) theory, the aim of this study was to test the interactive effects of service employees' role clarity...

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Những tác giả chính: Templer, Klaus J., Kennedy, Jeffrey C., Phang, Riyang
Định dạng: Bài viết
Ngôn ngữ:English
Được phát hành: University of Economics Ho Chi Minh City 2023
Truy cập trực tuyến:https://www.emerald.com/insight/content/doi/10.1108/JABES-12-2019-0122/full/html
http://scholar.dlu.edu.vn/thuvienso/handle/DLU123456789/115435
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spelling oai:scholar.dlu.edu.vn:DLU123456789-1154352023-03-08T03:56:08Z Customer orientation: the interactive effect of role clarity and learning goal orientation Templer, Klaus J. Kennedy, Jeffrey C. Phang, Riyang Purpose Customer orientation of service employees relates to customer satisfaction and loyalty, sales growth and business performance. Drawing from conservation of resources (COR) theory, the aim of this study was to test the interactive effects of service employees' role clarity and learning goal orientation on customer orientation. Specifically, it was hypothesized that even under conditions of low role clarity, service employees with high learning goal orientation would maintain a high level of customer orientation. Design/methodology/approach Participants were 323 employees of 4- and 5-star hotels in Singapore. Using questionnaires, they reported their role clarity, learning goal orientation and customer orientation. For hypothesis testing, moderated regression analysis was performed. Findings Role clarity and learning goal orientation were significantly related to customer orientation, and in support of the hypothesis, the interaction effect of role clarity and learning goal orientation was also significant. With high role clarity, all employees showed high customer orientation. But with low role clarity, only employees with high learning goal orientation demonstrated high customer orientation. Practical implications The recommendations from this study are to include learning goal orientation as a selection criterion for service employees and to clearly define the roles of existing service employees, especially for those with low learning goal orientation. Originality/value The originality and value of this study lies in highlighting the importance of learning goal orientation especially under conditions of low role clarity. 2023-03-08T03:56:08Z 2023-03-08T03:56:08Z 2020 Article 2515-964X https://www.emerald.com/insight/content/doi/10.1108/JABES-12-2019-0122/full/html http://scholar.dlu.edu.vn/thuvienso/handle/DLU123456789/115435 10.1108/JABES-12-2019-0122 en Journal of Asian Business and Economic Studies, Volume 27, Issue 3; p. 303-314 application/pdf University of Economics Ho Chi Minh City
institution Thư viện Trường Đại học Đà Lạt
collection Thư viện số
language English
description Purpose Customer orientation of service employees relates to customer satisfaction and loyalty, sales growth and business performance. Drawing from conservation of resources (COR) theory, the aim of this study was to test the interactive effects of service employees' role clarity and learning goal orientation on customer orientation. Specifically, it was hypothesized that even under conditions of low role clarity, service employees with high learning goal orientation would maintain a high level of customer orientation. Design/methodology/approach Participants were 323 employees of 4- and 5-star hotels in Singapore. Using questionnaires, they reported their role clarity, learning goal orientation and customer orientation. For hypothesis testing, moderated regression analysis was performed. Findings Role clarity and learning goal orientation were significantly related to customer orientation, and in support of the hypothesis, the interaction effect of role clarity and learning goal orientation was also significant. With high role clarity, all employees showed high customer orientation. But with low role clarity, only employees with high learning goal orientation demonstrated high customer orientation. Practical implications The recommendations from this study are to include learning goal orientation as a selection criterion for service employees and to clearly define the roles of existing service employees, especially for those with low learning goal orientation. Originality/value The originality and value of this study lies in highlighting the importance of learning goal orientation especially under conditions of low role clarity.
format Article
author Templer, Klaus J.
Kennedy, Jeffrey C.
Phang, Riyang
spellingShingle Templer, Klaus J.
Kennedy, Jeffrey C.
Phang, Riyang
Customer orientation: the interactive effect of role clarity and learning goal orientation
author_facet Templer, Klaus J.
Kennedy, Jeffrey C.
Phang, Riyang
author_sort Templer, Klaus J.
title Customer orientation: the interactive effect of role clarity and learning goal orientation
title_short Customer orientation: the interactive effect of role clarity and learning goal orientation
title_full Customer orientation: the interactive effect of role clarity and learning goal orientation
title_fullStr Customer orientation: the interactive effect of role clarity and learning goal orientation
title_full_unstemmed Customer orientation: the interactive effect of role clarity and learning goal orientation
title_sort customer orientation: the interactive effect of role clarity and learning goal orientation
publisher University of Economics Ho Chi Minh City
publishDate 2023
url https://www.emerald.com/insight/content/doi/10.1108/JABES-12-2019-0122/full/html
http://scholar.dlu.edu.vn/thuvienso/handle/DLU123456789/115435
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