Service workers’ job performance: The roles of personality traits, organizational identification, and customer orientation

Hongwei He, Weiyue Wang, Weichun Zhu, Lloyd Harris

Research output: Contribution to journalArticlepeer-review

29 Scopus citations


Purpose – This paper aims to advance the literature by testing the boundary of this relationship with reference to a key construct in employee performance in the service domain: employee customer orientation. Organizational identification refers to employees’ perceived oneness and belongingness to their work organization, and has been argued to be associated with higher employee performance. Design/methodology/approach – Data were collected based on a sample of call center service workers. Employees rated their organizational identification, customer orientation and personality traits. Supervisors independently rated their subordinates’ performance. Variables statistic tools were used to analyze the data and test a series of hypotheses. Findings – It was found that customer orientation strengthens the relationship between organizational identification and service workers’ job performance, and it enhances the mediating effect of organizational identification on the relationship between service workers’ personality trait (i.e. agreeableness) and their performance. Originality/value – This research advances an argument that employee customer orientation moderates the relationship between employee organizational identification and employee job performance in the call center service provision domain. In addition, this is a pioneering study examining the roles of personality traits on employee organizational identification.

Original languageEnglish (US)
Pages (from-to)1751-1776
Number of pages26
JournalEuropean Journal of Marketing
Issue number11-12
StatePublished - Nov 9 2015

All Science Journal Classification (ASJC) codes

  • Marketing


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