Followership of Sales and Services Personnels

• Project/Area Number: 26380580
• Research Category: Grant-in-Aid for Scientific Research (C)
• Allocation Type: Multi-year Fund
• Section: 一般
• Research Field: Commerce
• Research Institution: Kyoto Sangyo University
• Principal Investigator: FUKUTOMI Gen 京都産業大学, 経営学部, 准教授 (80387993)
• Project Period (FY): 2014-04-01 – 2017-03-31
• Project Status: Completed (Fiscal Year 2016)
• Budget Amount: ¥4,290,000 (Direct Cost: ¥3,300,000、Indirect Cost: ¥990,000); Fiscal Year 2016: ¥910,000 (Direct Cost: ¥700,000、Indirect Cost: ¥210,000); Fiscal Year 2015: ¥2,080,000 (Direct Cost: ¥1,600,000、Indirect Cost: ¥480,000); Fiscal Year 2014: ¥1,300,000 (Direct Cost: ¥1,000,000、Indirect Cost: ¥300,000)
• Keywords: フォロワーシップ / 組織アイデンティフィケーション / 組織アイデンティティ / 販売管理 / サービスマネジメント / 商業 / 販売員管理 / サービス・マネジメント / 離職 / リーダーシップ / マーケティング

Outline of Final Research Achievements

The researcher aims at examining how employees’ followership influences their intention to improve their service quality and not to leave their organization. He conducted empirical studies on interactions and conflicts between the headquarters and managerial boards (leadership) and subsidiaries or offshore employees (followership), and he presented his papers at 3 domestic conferences and at 3 international conferences. He identified both functions and dysfunctions of the headquarters focusing on certain organizational policies. For example, he found that when the headquarter defines roles and objectives of subsidiaries and/or offshore employees prior to conducting market research, it is no use leveraging organizational identification of offshore employees in charge. His paper is refereed and to be published in GSTF journal of Business Review.

Research Products

• [Journal Article] Dysfunction from Focusing on Overseas Business (2017)
  • Author(s): Gen Fukutomi, Yuko Yamashita, Wataru Uehara, Hiroyuki Fukuchi, and Masato Sasaki
  • Journal Title: GSTF Journal on Business Review Volume: 5(1) Pages: 28-37
  • Peer Reviewed / Acknowledgement Compliant
• [Journal Article] Social Identity of Offshore Employees: When Do Organizational Identity and Identification Improve International Business Performance? (2016)
  • Author(s): Gen Fukutomi, Kenichiro Kuroiwa, and Keiko Kotani
  • Journal Title: Proceedings in 2016 Annual Conference, Academy of Marketing Science Volume: -
  • Peer Reviewed
• [Journal Article] Dysfunction from Focusing on Overseas Business (2016)
  • Author(s): Gen Fukutomi, Yuko Yamashita, Wataru Uehara, Hiroyuki Fukuchi, and Masato Sasaki
  • Journal Title: Proceedings in 5th Annual International Conference on Enterprise Marketing and Globalization Volume: 2016 Pages: 131-137
  • Peer Reviewed / Acknowledgement Compliant
• [Journal Article] Social Identity of Offshore Employees: When Do Organizational Identity and Identification Improve International Business Performance? (2016)
  • Author(s): Gen Fukutomi, Kenichiro Kuroiwa, and Keiko Kotani
  • Journal Title: A Paper to be Presented at 2016 Annual Conference, Academy of Marketing Science Volume: forthcoming
  • Peer Reviewed / Acknowledgement Compliant
• [Journal Article] Determinants of Sales Force Loyalty and Turnover Intention: How to Avoid an Undesirable Consequences of Their Desirable Behavior (2015)
  • Author(s): Gen Fukutomi
  • Journal Title: 京都マネジメントレビュー Volume: 26 Pages: 41-57
• [Presentation] Social Identity of Offshore Employees: When Do Organizational Identity and Identification Improve International Business Performance? (2016)
  • Author(s): Gen Fukutomi, Kenichiro Kuroiwa, and Keiko Kotani
  • Organizer: Academy of Marketing Science
  • Place of Presentation: Walt Disney World Comtemporary Resort (Orlando, USA)
  • Year and Date: 2016-05-20
  • Int'l Joint Research
• [Presentation] Social Identity of Offshore Employees: When Do Organizational Identity and Identification Improve International Business Performance? (2016)
  • Author(s): Gen Fukutomi
  • Organizer: Academy of Marketing Science
  • Place of Presentation: Orlando, USA
  • Int'l Joint Research
• [Presentation] Dysfunction from Focusing on Overseas Business (2016)
  • Author(s): Gen Fukutomi
  • Organizer: Global Science and Technology Forum
  • Place of Presentation: Singapore, Singapore
  • Int'l Joint Research
• [Presentation] 海外事業における『調査なきミッション』の危険性 (2015)
  • Author(s): 福冨言
  • Organizer: 日本フードサービス学会
  • Place of Presentation: JFセンター（東京都・港区）
  • Year and Date: 2015-12-04
• [Presentation] 中核人材の海外赴任：マーケティング成果との関連性について (2015)
  • Author(s): 福冨言、山下裕子、鷲田祐一、上原渉、佐々木将人、福地宏之、澤田成章、黒岩健一郎
  • Organizer: 日本労務学会関西部会
  • Place of Presentation: 京都産業大学（京都府・京都市）
  • Year and Date: 2015-06-28
• [Presentation] Managing Foreign Subsidiaries in Emerging Countries: Are They Different from Western Subsidiaries? (2014)
  • Author(s): Masato Sasaki, Yuko Yamashita, Yuichi Washida, Wataru Uehara, Gen Fukutomi, and Hiroyuki Fukuchi
  • Organizer: 17th. World Marketing Congress, Academy of Marketing Science
  • Place of Presentation: Lima, Peru
  • Year and Date: 2014-08-06