Determinants of organisational citizenship behaviour and organisational performance in automobile sales professionals

This study aims to investigate the relationship among determinants of Organisational Citizenship Behaviour (OCB) and organisational performance of automobile sales professional of Pakistan. Determinants of OCB including personal (self-efficacy and wellbeing at work), attitudinal/behavioural (job satisfaction and self-control) and environmental (work design) variables were selected based upon social cognitive learning and need motivation theory. The automotive industry of Pakistan has shown rapid growth over a long period of recession that requires strategies for enhancing performance. It was hypothesised that determinants of OCB would be positively related to OCB and organisational performance. The study utilised the quantitative method of survey research. Data was gathered by disseminating standardised survey form of General Perceived Self-efficacy, Basic Need Satisfaction at Work Subscale, Job Satisfaction Scale, Self-Control Scale, Work design scale, OCB Scale and Organisational Performance Scale from automobile sales professionals (N=500) of five cities of Pakistan. Moreover, the self-prepared socio-demographic form was also administered. Results statistically confirmed the hypotheses. Structural Equation Modelling (SEM) was used for Model testing. The Model was found a good fit. Multiple regression was conducted to measure the predictive association of OCB with personal, attitudinal/behavioural, environmental variables and employee perceived performance. The Multiple Regression analysis predicted the significant association of OCB with its determinants, whereas, the relationship between OCB and performance was found significant (p< .01). Partial correlation, ANOVA and Multiple regression were conducted for additional statistical analysis. During the implementation stage, the action learning method was applied to test the hypothesis that OCB will be positively related to an action learning method. Strategies of the situational analysis, business model and organisational model canvas and rating scales were applied. Many risk factors were identified including OCB, communication, commitment, culture and innovation. To contribute to the existing pool of knowledge in the field of OCB and organisational performance, this study provided in-depth knowledge of OCB determinants based upon the theoretical framework of SCT and NMT and to provide implementation action learning plan for automobile sales professionals to enhance organisational performance in Pakistan. The current study is the first attempt to measure the effects of OCB on organisational performance of automobile sales professionals in Pakistan. Insights from this study could be used by the automobile sector to enhance OCB with minimum efforts and can increase the organisational performance of the automobile sales professionals in Pakistan.