Please use this identifier to cite or link to this item: https://ir.iimcal.ac.in:8443/jspui/handle/123456789/1178
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dc.contributor.authorSingh, Ramendra
dc.contributor.authorSingh, Rakesh Kumar P.
dc.date.accessioned2021-08-26T06:04:04Z
dc.date.available2021-08-26T06:04:04Z
dc.date.issued2012
dc.identifier.urihttps://www.scopus.com/inward/record.uri?eid=2-s2.0-84993027283&doi=10.1108%2f17554191211252662&partnerID=40&md5=1fa75decbaf6d490da14f8943f0968aa
dc.identifier.urihttps://ir.iimcal.ac.in:8443/jspui/handle/123456789/1178
dc.descriptionSingh, Ramendra Kumar, Indian Institute of Management Calcutta, Kolkata, India; Singh, Rakesh Kumar P., XLRI Jamshedpur, Jamshedpur, India, Times of India, Kolkata, India
dc.descriptionISSN/ISBN - 17554195
dc.descriptionpp.140-157
dc.descriptionDOI - 10.1108/17554191211252662
dc.description.abstractThe purpose of this article, based on the Indian philosophy of Karma that all individual actions have the power to bring joy or sorrow based on the nature of action, is to propose a new construct, salesperson's Karma Orientation, and discuss its antecedents and outcomes. The paper reviews literature on oriental philosophy of Karma yoga, and on self-leadership, and self-control to propose the new construct, its antecedents, and consequences in a sales context. The paper puts forward four dimensions of Karma orientation of salespersons: work as selfless action, work as duty towards others, detachment from work-related rewards, and equanimity under environmental influences. Salesperson's Karma orientation is useful for developing relationship with customers, enhances selling effectiveness, ethical behaviors, and spiritual well-being, by providing the salespersons with a sense of duty, and ownership towards their work. The concept of Karma orientation would be useful for stressful jobs such as sales, and managers would find it useful as a coping strategy, as well as for improving performance of employees. The paper proposes a new construct of Karma orientation at an individual boundary spanning sales employee's level. The paper also propose its important antecedents and outcomes. © 2012, Emerald Group Publishing Limited
dc.publisherSCOPUS
dc.publisherJournal of Indian Business Research
dc.relation.ispartofseries4(3)
dc.subjectBoundary spanning
dc.subjectEthical climate
dc.subjectIndia
dc.subjectKarma
dc.subjectKarma orientation
dc.subjectPerformance management
dc.subjectPhilosophy
dc.subjectSales
dc.subjectSalespersons
dc.subjectSpirituality
dc.titleKarma orientation in boundary spanning sales employees: A conceptual framework and research propositions
dc.typeArticle
Appears in Collections:Marketing

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