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    AN EMPIRICAL STUDY ON THE RELATIONSHIP BETWEEN EMOTIONAL LABOR, SALES CALL ANXIETY AND WORK PERFORMANCE
    (Mehmet Akif Ersoy Univ, 2019) Reyhanoglu, Metin; Balikcioglu, Betul
    Emotional labor research has focused on employees' interactions with customers that is a significant part of organizational life. It is a fact that during this interactions emotions are regulated and managed by employees. Regulation of emotions produces positive outputs such as performance improvement in terms of businesses, but also negative psychological consequences such as anxiety in terms of employees. In this context the purpose of this empirical study is to investigate the effects of emotional labor strategies, superficial and deep acting, on sales call anxiety (SCA) and performance. The data was collected from 277 salespeople who worked in banks and automotive dealerships by using survey method. The research hypotheses were tested with structural equation model. The findings confirm that all scales, particularly SCA, are reliable and validate in Turkey. However, the results show that the effect of emotional labor strategies on SCA are different. While surface acting strategy has a positive effect on SCA, deep acting has a negative effect. Although the relationship between emotional labor strategies and performance was not supported, it was found that SCA has a negative impact on the performance of salespeople. These findings have been discussed based on the literature and suggestions are provided for future research and administrative applications.
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    Explaining the link between materialism and life satisfaction: A life course study in Turkey
    (Routledge Journals, Taylor & Francis Ltd, 2020) Balikcioglu, Betul; Arslan, Zerrin
    The relationship between materialism and life satisfaction has been widely researched, but the direction of the presumed causality is a subject of debate. Most previous studies suggest that materialism makes people unhappy, other research suggests that unhappiness may promote materialism, while some researchers suggest that they emerged relationship may be the result of third variables. Such speculations remain largely unanswered in part because previous studies have ignored the mechanisms that explain the development of these orientations. The present study uses the life course approach to explain the mechanisms that may lead to the observed relationship between materialism and life satisfaction in Turkey. Despite its cross-sectional nature, the study findings suggest that the emerged relationships between the two variables reported in previous studies may develop relatively independent of each other; and they may explain the inconsistent findings about the nature of the relationship between the two variables. The findings raise the issue of whether the two variables are causally related or whether they are causally related as strongly as it was originally thought.
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    Family life cycle and the life course paradigm: A four-country comparative study of consumer expenditures
    (Routledge Journals, Taylor & Francis Ltd, 2020) Shannon, Randall; Sthienrapapayut, Thuckavadee; Moschis, George P.; Teichert, Thorsten; Balikcioglu, Betul
    Marketers and academics have long been trying to develop effective segmentation models such as several versions of the family life cycle (FLC), which predicts behavior based on stages people are expected to sequentially experience during their lives. However, stage-based factors have been found poor predictors of consumer behavior, and assumptions held by the FLC model fall short of reality. Despite limitations inherent in family life cycle models and recent developments in other disciplines that have resulted in the replacement of the term life cycle with the more continuous concept of the life course, marketers are yet to capitalize on such recent developments for improving FLC models. This study shows how the traditional FLC model can be improved by incorporating variables from the life course paradigm (LCP). Although the databases employed do not permit the development of refined FLC stages for testing various assumptions derived from the LCP, the paper provides a sensitizing framework for thinking how to improve efforts to study consumers at different FLC stages.