The Impact of Organızational Structure and Leadership on the Jop Performance

Öz

The aim of this study is to figure out the relationship between the performance of the salespeople working for pharmaceutical firms and the leadership type and the structure of organization applied by these firms. The sample is chosen from the pharmaceutical salespeople who work at Konya district offices of their firms which are evaluated in the top 500 industrial firms of Turkey by Istanbul Chamber of Industry. The total amount of pharmaceutical salespeople included in this survey is 229. Various statistical techniques, the relationship between the performance of pharmaceutical salespeople and the new approaches in leadership theories such as transformatioanal leadership, transactional leadership and laissezfaire leadership is identified. Furthermore, the relationship between the performance of these pharmaceutical salespeople and the dimensions (complexity, formalization, span of control and centralization/decentralization) of the structure of their organizations are analyzed

Anahtar Kelimeler

• Organizational structure, Leadership, Pharmaceutical salespeople, Performance

Organizasyon Yapısı ve Liderliğin İş Performansına Etkisi

Öz

Bu çalışmanın amacı organizasyon yapısı ve liderlik türü ile iş performansı arasındaki ilişkiyi ortaya koymaktır. Çalışmada liderlik türleri ve organizasyon yapısını oluşturan boyutlar ile performans arasında varsa ilişkiler ve bu ilişkilerin yönleri tespit edilmeye çalışılmıştır. Araştırmanın örneklemi Türkiye’de ilaç sektöründe faaliyette bulunan ve İstanbul Sanayi Odasının ilk 500 büyük sanayi kuruluş içinde yer alan ilaç firmalarının Konya bölge Müdürlüklerinde çalışan tıbbi satış temsilcilerinden oluşmuştur. Araştırmaya 229 tıbbi satış temsilcisi katılmıştır. Verilerin analizinde çeşitli istatistiksel teknikler kullanılarak; liderlik teorilerinde yeni yaklaşımlar içinde yer alan dönüştürücü liderlik, yönetsel liderlik ve serbestiyetçi liderlik ile iş performansı arasında aynı zamanda organizasyon yapı boyutları (karmaşıklık, formalleşme, kontrol alanı ve merkezileşme ve merkezileşmeme) ile iş performansı arasında ilişkiler tespit edilmeye çalışılmıştır

Anahtar Kelimeler

• Organizasyon Yapısı, Liderlik, İş Performansı

Kaynakça

1. Baldrıdge, Victor J. ve Burnham Robert A; 1975; “Organizational Innovation: Impacts”, Administrative Sience Quarterly, 20(2), pp. 165–176
2. Bass, Bernard M.; 1990; “From Transactional to Transformational Leadership: Learning to Share the Vision”, Organizational Dynamics, 18(3),.pp. 9-31. Bass, Bernard M.; 1997; “Personel Selling and Transactional/Transformational Leadership”, Journal of Personal Selling & Sales Management, 17(3), pp. 19-28.
3. Bass, Bernard M.; 1999;. “Two Decades of Research and Development in Transformational Leadership”, European Journal of Work and Organizational Psychology, 8(1), pp. 9-32.
4. Bass, Bernard M., Avolıo Bruce J, Jung Dong I. ve Berson Yair; 2003; “Predicting Unit Performance by Assessing Transformational and Transactional Leadership”, Journal of Applied Psychology, 88(2), pp. 21-27.
5. Boles, James S., Babın Barry J.; Brashear Thomas G. ve Brooks Charles; 2001; “An Examination of The Relationships Between Retail Work Enviroments, Salesperson Selling Orientation-Customer Orientation and Jop Performnace”, Journal of Marketing Theory and Practice,
6. Cacioppe, Ron; 1997; “Leadership Moment by Moment”, Leadership & Organization Development Journal, 18(7), pp. 335-345.
7. Chonko, Lawrence B.; 1982; “The Relation of Span of Control to Sales Representatives’ Experienced Role Conflict and Role Ambuguity”, Academy of Management Journal, 25(2), pp. 452-456.
8. Çakar, Ulaş ve Arbak Yasemin; 2003; “Dönüşümcü Liderlik Duygusal Zekâ Gerektirir mi? Yöneticiler Üzerinde Örnek Bir Çalışma”, Dokuz Eylül Üniversitesi, İ.İ.B.F. Dergisi, 18(2), pp.

9. Daft, Richard L; 1994;Management, Third Edition, The Dryden Press, Orlando.
10. Daft, Richard L. ve Bowerman Karen D.; 1998; .Organization Theory and Design, Sixth Edition, South-western College Puplishing.
11. Daft, Richard L. ve Steers Richard M.; 1986; Organizations A Micro/Macro Approach, London.
12. Dalton, Dan R., Todor William. D., Spendolını Michael J., Fıeldıng Gordon J. ve Porter Lyman W.; 1980; “Organization Structure and Performance: A Critical Review”, Academy of Management Review, 5(1), pp. 49-64.
13. Dubınsky, A. J., Yammarıno Francis. J., Jolson Marvin A. ve Spangler William D.; 1995; “Transformatinonal leadership: An Initial Investigation in Sales Management”, Journal of Personal Selling & Sales Management, 15(2), pp. 17-31
14. Dvır, Taly, Eden Dov, Avolıo Bruce J. ve Shamır Boas; 2002; “Impact of Transformational Leadership on Foolewer Development and Performance: A Field Experiment”, Academy of Management Journal, 45(4), pp. 735-744.
15. Ford, Jeffrey D. ve Slocum, JR, John W.; 1977; “Size, Technology, Environment and The Structure of Organization”, Academy of Management Review.
16. Genç, Nurullah ve Halis Muhsin; 2006; Kalite Liderliği, Timaş Yayınları, İstanbul.
17. Gittell, Joody H.; 2001; “Supervisory Span, Relatioanal Coordination and Flight Departure Performance: A Reassessment of Postbureaucracy Theory”, Organization Science, 12(4), pp. 468-483.
18. Gökçe, Birsen; 2004; Toplum Bilimlerinde Araştırma, 4. Baskı, Savaş Yayınevi, Ankara.
19. Hage, Jerald H. ve Dewar Robert; 1973; “Elite Values Versus Organizational Structure in Predicting Innovation”, Administrive Sience Quarterly, 18(3), pp. 279-290.
20. Hage, Jerald ve Aıken Michael; 1967; “Relationship of Centralization to Other Structural Properties”, Administrive Sience Quarterly, 12, pp. 72-92.
21. Harrıson, Frank; 1974; “The Management of Scientists: Determinants of Perceived Role Performance”, Academy Management Journal,
22. Hartog, Deanne N. D., Muıjen Jaap J. V. ve Kopman Paul. L.; 1997;
23. “Transactional Versus Transformational Leasership An Analysis of the MLQ”, Journal of Occupational and Organizational Psychology, 70, pp. : 19-34.
24. Hellrıegel, Don, Jackson Susan E. ve Slocum JR Jhon W.; 1999; Management, 8th Edition, South-Western College Paublishing, Cincinnati.
25. Hetherington, Robert W.; 1990; “Formalisation and Organisational Effectiveness in Hospitals”, Australian Journal of Manaement, 14(1), pp. 151-175.
26. Hınkın, Timothy R. ve Tracey Bruce J.; 1999; “The Relevance of Carisma for Transformational Leadership in Stable Organnization”, Journal of Organizational Change Management, 12(2), pp. 105-119.
27. Hodgetts, Richard M.; 1997; Yönetim Teori, Süreç ve Uygulama, (Çev: C. Çetin ve E. C. Mutlu), Der Yayınevi, İstanbul.
28. House, Robert J. ve Mıner John B.; 1969; “Merging Management and Behavioral Theory: The İnteraction Between Span of Control and Group Size”, Administrative Science Quarterly, 14(3), pp. 451-464.
29. İnce, Mehmet, Bedük Aykut ve Aydoğan Enver; 2004; “Örgütlerde Takım Çalışmasına Yönelik Etkin Liderlik Nitelikleri”, Selçuk Üniversitesi Sosyal Bilimler Enstitüsü Dergisi, 11, pp. 423-446.
30. Kennedy, Anita M.; 1983; “The Adoption and Diffusion of New Industrial Products: A Literature Review”, European of Journal Marketing, 17(3), pp. 31-88.
31. Kohli, A.; (1985); "Some Unexplored Supervisory Behaviors and Their Influence on Salespeople’s Role Clarity, Specific Self Esteem, Job Satisfaction and Motivation", Journal of Marketing Research, 22, pp. 424-433.
32. Köklü, Nilgün ve Büyüköztürk Şener; 2000; Sosyal Bilimler İçin İstatistiğe Giriş, 1. Baskı, Pegem Yayıncılık, Ankara.
33. Miller, Danny; 1987; “Staretgy Making and Structure Analysis and Implacations For Performance”, Academy of Management Journal,
34. Murphy, K. R. ve J. N. Cleveland; 1995); Understanding Performance Appraisal, Social, Organizational and Goal Based Perspectives, Sage Pub. London.
35. Penıngs, Johannes M.; 1976; “Dimension of Organizational Influence and Their Effectiveness Correlates”, Administrive Sience Quarterly, Reımann, Bernard C.; 1975;
36. “Organizational Effectiveness and Management’s Public Values: A Canonical Anallysis”, Academy of Management Journal, 18(2), pp. 225-241.
37. Rızzo, John R., House Robert J. ve Lırtzman Sidney I.; 1970; “Role Conflict and Ambiguity in Complex Organizations”, Administrive Sience Quarterly, 15(2), pp. 150-163.
38. Robbıns, Stephen P. ve Barnwell Neil; 2002; Organization Theory Concepts and Cases, Fourty Edition, Prentice-Hall.
39. Robbıns, Stephen P.; 1997; Essentials of Organizational Behavior, Fifth Edition, Printice-Hall International Inc., New Jersey.
40. Rousseau, D. M. ve Mclean P. J.; 1993; "The Contracts of Individuals and Organizations". (ed.), Cummings, L. L. Ve Staw, B. M., Research in Organizational Behavior, 15, pp. 1-43.
41. Russ, Frederick A., Mcneılly Kevin M. ve Comer James M.; 1996; “Leadership, Decision Making and Performance of Sales Managers: A Multi-Level Approach”, Journal of Personal Selling & Sales Management, 16(3), pp. 1-15.
42. Smıth, Mike ve Cooper Cary; 1994; “Leadership and Stress”, Leadership & Organization Development Journal, 15(2), pp. 3-7.
43. Stathakopoulos, Vlasis; 1998; “Enhacing The Performance of Marketing Managers Aligning Strategy, Structure and Evaluation Systems”, European Journal of Marketing, 32(5/6). pp. 536-558.
44. Tavşancıl, Ezel; 2005; Tutumların Ölçülmesi ve SPSS ile Veri Analizi, 2. Baskı, Nobel Yayın Dağıtım, Ankara.
45. Traxler, Franz; 2003; “Barganing (De)centralization Macroeconomic Performance and Control Over The Employment Relationship”, British Journal of Industrial Relations, 41(1), pp. 1-27.
46. Vecchıo, Robert P., Justın Joseph E. ve Pearce Craig L.; 2008; “The Utility of Transactional and Transformational Leadership for Predicting Performance and Satisfaction Within A Path-Goal Theory Framework”, Psychology, 81, pp. 71-82. of Occupational and Organizational
47. Waldman, David A., Bass Bernard B. ve Eınsteın Walter O.; 1987; “Leadership and Outcomes of Performance Appraisal Processes”, Journal of Occupational Psychology, 60, pp. 177-186.
48. Walumbwa, Fred A., Avolıo Bruce, J. ve Zhu Weichun; 2008; “How Transformational Leadership Weaves Its Influence on Indıvıdual Job Performance: The Rol of Identification and Efficacy Beliefs”, Personnel Psychology, 61, pp. 793-825.