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

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Abstract

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.

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Authors and Affiliations

  1. Tobin College of Business Administration, St. John’s University, 300 Howard Avenue, Staten Island, NY, 10301, USA

    William D. Reisel

  2. La Salle University, U.S.A

    Swee-Lim Chia

  3. California State University, U.S.A

    Cesar M. Maloles III

Authors
  1. William D. Reisel
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  2. Swee-Lim Chia
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  3. Cesar M. Maloles III
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Correspondence to William D. Reisel.

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Reisel, W.D., Chia, SL. & Maloles III, C.M. Job Insecurity Spillover to Key Account Management: Negative Effects on Performance, Effectiveness, Adaptiveness, and Esprit De Corps. J Bus Psychol 19, 483–503 (2005). https://doi.org/10.1007/s10869-005-4521-7

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  • DOI: https://doi.org/10.1007/s10869-005-4521-7

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