دانلود رایگان مقاله اثر عدالت ابتکاری توسط مشتری در رفتار مشتری گرا

abstract

Researchers have been thorough in their examination of the influence of organizational factors (e.g., supervisors, climate) on employees' perceptions of justice in the workplace. However, much less effort has been directed toward understanding how factors external to the organization – namely, customers – influence perceived justice. This represents an important omission because frontline employees are often held accountable for customer satisfaction which, ultimately, may depend on customers' initial treatment of frontline employees. The research reported herein explores this possibility by proposing that (1) customer interpersonal justice enhances employee-customer fit, (2) customer informational justice increases both employee-customer fit and self-efficacy, and (3) employee-customer fit and self-efficacy interact in prediction of frontline employee customer-oriented behaviors. The results affirm the proposed relationships and thus provide initial evidence that employee-customer fit and self-efficacy mediate the effects of perceived customer-justice on customer-oriented behaviors; the implications of these findings for theory and practice are discussed.

5. Discussion

This research has two main objectives. First, the study attempts to show the underlying mechanisms through which customer-initiated justice acts to influence FLE customer-oriented behaviors. Second, this study seeks to establish whether employee-customer fit and self-efficacy interact to influence FLE customer-oriented behaviors. These issues are investigated in a sales context using a sample of professional insurance agents. The proposed model is supported by the results, which suggest that (1) customer interpersonal justice positively influences FLE customeroriented behaviors by increasing employee-customer fit, and (2) customer informational justice exerts a significant influence on FLE customer-oriented behaviors through both employee-customer fit and self-efficacy. These findings suggest a possible intervening process through which customer-initiated justice affects customer-oriented behaviors.