The Moderated-Mediated Effect of Control Systems on Ambidexterity

Valter da Silva Faia, Juliano Domingues Silva and Valter Afonso Vieira

RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), 2018, vol. 22, issue 1, 4-22

Abstract: The demands imposed by customers lead front line employees to pursue simultaneous goals that compete for resources. Employees who demonstrate this ability to pursue simultaneous goals are called ambidextrous and are favored when there are organizational factors that enable and encourage them to make their own judgment on how to apply the resources to achieve the goals. In this paper, we extend the discussion of ambidexterity from the organizational level to the individual level. We propose that service provision and cross-/up-selling ambidexterity has an indirect conditional effect in terms of explaining performance. Specifically, this conditional effect means that ambidexterity mediates the effect of locomotion on performance and this indirect effect is moderated by sales control systems. We surveyed 118 laboratory employees and results indicated that locomotion is positively related to individuals’ ambidextrous behavior in a relationship moderated by outcome-based control systems, which amplify it. The results also demonstrated that this moderated relationship was mediated by ambidexterity, when explaining performance.

Date: 2018
References: Add references at CitEc
Citations:

Downloads: (external link)
https://rac.anpad.org.br/index.php/rac/article/view/1258/1254 (text/html)
https://rac.anpad.org.br/index.php/rac/article/download/1258/1254 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:abg:anprac:v:22:y:2018:i:1:1258

Access Statistics for this article

RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration) is currently edited by Marcelo de Souza Bispo

More articles in RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration) from ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração
Bibliographic data for series maintained by Information Technology of ANPAD ().