{"id":"https://openalex.org/W3209975201","doi":"https://doi.org/10.1108/ijbm-05-2021-0163","title":"The effects of frontline bank employees' social capital on adaptive selling behavior: serial multiple mediation model","display_name":"The effects of frontline bank employees' social capital on adaptive selling behavior: serial multiple mediation model","publication_year":2021,"publication_date":"2021-10-23","ids":{"openalex":"https://openalex.org/W3209975201","doi":"https://doi.org/10.1108/ijbm-05-2021-0163","mag":"3209975201"},"language":"en","primary_location":{"id":"doi:10.1108/ijbm-05-2021-0163","doi":"https://doi.org/10.1108/ijbm-05-2021-0163","is_oa":false,"landing_page_url":"https://doi.org/10.1108/ijbm-05-2021-0163","pdf_url":null,"source":{"id":"https://openalex.org/S170810187","display_name":"International Journal of Bank Marketing","issn_l":"0265-2323","issn":["0265-2323","1758-5937"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"International Journal of Bank Marketing","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5052157617","display_name":"Myoung-Soung Lee","orcid":"https://orcid.org/0000-0002-6872-1299","observed_orcids":["https://orcid.org/0000-0002-6872-1299"]},"institutions":[{"id":"https://openalex.org/I71007489","display_name":"Kyungnam University","ror":"https://ror.org/037pkxm09","country_code":"KR","type":"education","lineage":["https://openalex.org/I71007489"]}],"countries":["KR"],"is_corresponding":false,"raw_author_name":"Myoung-Soung Lee","raw_affiliation_strings":["Department of Food Franchise Business, Kyungnam University, Changwon, Republic of Korea"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Food Franchise Business, Kyungnam University, Changwon, Republic of Korea","institution_ids":["https://openalex.org/I71007489"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5005987607","display_name":"Jaewon Yoo","orcid":"https://orcid.org/0000-0002-4019-5987","observed_orcids":["https://orcid.org/0000-0002-4019-5987"]},"institutions":[{"id":"https://openalex.org/I141371507","display_name":"Soongsil University","ror":"https://ror.org/017xnm587","country_code":"KR","type":"education","lineage":["https://openalex.org/I141371507"]}],"countries":["KR"],"is_corresponding":false,"raw_author_name":"Jaewon Yoo","raw_affiliation_strings":["Department of Entrepreneurship and Small Business, Soongsil University, Seoul, Republic of Korea"],"raw_orcid":"https://orcid.org/0000-0002-4019-5987","affiliations":[{"raw_affiliation_string":"Department of Entrepreneurship and Small Business, Soongsil University, Seoul, Republic of Korea","institution_ids":["https://openalex.org/I141371507"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":2,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":2.1832,"has_fulltext":false,"cited_by_count":16,"citation_normalized_percentile":{"value":0.88142037,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":98},"biblio":{"volume":"40","issue":"2","first_page":"197","last_page":"220"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.9945999979972839,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.9945999979972839,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.002199999988079071,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11239","display_name":"Social Capital and Networks","score":0.0007999999797903001,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/social-capital","display_name":"social capital","score":0.9559999704360962},{"id":"https://openalex.org/keywords/adaptive-selling-behavior","display_name":"adaptive selling behavior","score":0.8410000205039978},{"id":"https://openalex.org/keywords/person-job-fit","display_name":"person-job fit","score":0.7979999780654907},{"id":"https://openalex.org/keywords/work-engagement","display_name":"work engagement","score":0.9990000128746033},{"id":"https://openalex.org/keywords/internal-social-capital","display_name":"internal social capital","score":0.8889999985694885},{"id":"https://openalex.org/keywords/external-social-capital","display_name":"external social capital","score":1.0},{"id":"https://openalex.org/keywords/retail-banking","display_name":"retail banking","score":0.8109999895095825},{"id":"https://openalex.org/keywords/sales-behavior","display_name":"sales behavior","score":0.41999998688697815},{"id":"https://openalex.org/keywords/job-performance","display_name":"employee performance","score":0.48500001430511475},{"id":"https://openalex.org/keywords/customer-relationships","display_name":"customer relationships","score":0.5},{"id":"https://openalex.org/keywords/mediation-model","display_name":"mediation model","score":0.4230000078678131},{"id":"https://openalex.org/keywords/job-design","display_name":"job design","score":0.621999979019165},{"id":"https://openalex.org/keywords/relational-resources","display_name":"relational resources","score":0.5230000019073486},{"id":"https://openalex.org/keywords/work-environment-perception","display_name":"work environment perception","score":0.6890000104904175},{"id":"https://openalex.org/keywords/insurance-sales","display_name":"insurance sales","score":0.39899998903274536},{"id":"https://openalex.org/keywords/financial-services-sales","display_name":"financial services sales","score":0.8420000076293945},{"id":"https://openalex.org/keywords/organizational-commitment","display_name":"organizational commitment","score":0.5600000023841858},{"id":"https://openalex.org/keywords/job-involvement","display_name":"job involvement","score":0.3050000071525574},{"id":"https://openalex.org/keywords/job-insecurity","display_name":"job insecurity","score":0.32100000977516174}],"concepts":[{"id":"https://openalex.org/C179420905","wikidata":"https://www.wikidata.org/wiki/Q223871","display_name":"Mediation","level":2,"score":0.7506955862045288},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5912697315216064},{"id":"https://openalex.org/C68062652","wikidata":"https://www.wikidata.org/wiki/Q214693","display_name":"Social capital","level":2,"score":0.5908455848693848},{"id":"https://openalex.org/C2781256819","wikidata":"https://www.wikidata.org/wiki/Q16828835","display_name":"Antecedent (behavioral psychology)","level":2,"score":0.5253968834877014},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.5136634707450867},{"id":"https://openalex.org/C71104824","wikidata":"https://www.wikidata.org/wiki/Q1476639","display_name":"Structural equation modeling","level":2,"score":0.46777239441871643},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.3218587040901184},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.21512264013290405},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0},{"id":"https://openalex.org/C36289849","wikidata":"https://www.wikidata.org/wiki/Q34749","display_name":"Social science","level":1,"score":0.0},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.0},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.0},{"id":"https://openalex.org/C105795698","wikidata":"https://www.wikidata.org/wiki/Q12483","display_name":"Statistics","level":1,"score":0.0},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1108/ijbm-05-2021-0163","doi":"https://doi.org/10.1108/ijbm-05-2021-0163","is_oa":false,"landing_page_url":"https://doi.org/10.1108/ijbm-05-2021-0163","pdf_url":null,"source":{"id":"https://openalex.org/S170810187","display_name":"International Journal of Bank Marketing","issn_l":"0265-2323","issn":["0265-2323","1758-5937"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"International Journal of Bank Marketing","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[{"display_name":"Decent work and economic growth","id":"https://metadata.un.org/sdg/8","score":0.833299994468689}],"study_designs":[{"display_name":"Observational Study","id":"https://openalex.org/study-designs/observational-study"}],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":112,"referenced_works":["https://openalex.org/W278551556","https://openalex.org/W1118002392","https://openalex.org/W1583956302","https://openalex.org/W1654301739","https://openalex.org/W1902610065","https://openalex.org/W1966211505","https://openalex.org/W1967600097","https://openalex.org/W1969111520","https://openalex.org/W1970376664","https://openalex.org/W1975685681","https://openalex.org/W1982135085","https://openalex.org/W1982669689","https://openalex.org/W1984990502","https://openalex.org/W1993894018","https://openalex.org/W1995844396","https://openalex.org/W1997858829","https://openalex.org/W2005260623","https://openalex.org/W2005717520","https://openalex.org/W2006449306","https://openalex.org/W2010348352","https://openalex.org/W2010473206","https://openalex.org/W2011107045","https://openalex.org/W2020684671","https://openalex.org/W2025167893","https://openalex.org/W2031372127","https://openalex.org/W2032385226","https://openalex.org/W2037025851","https://openalex.org/W2037171332","https://openalex.org/W2038790402","https://openalex.org/W2039355495","https://openalex.org/W2045989042","https://openalex.org/W2060128678","https://openalex.org/W2063819645","https://openalex.org/W2067718403","https://openalex.org/W2068600718","https://openalex.org/W2072063149","https://openalex.org/W2072098593","https://openalex.org/W2072149038","https://openalex.org/W2072544276","https://openalex.org/W2075245414","https://openalex.org/W2083930995","https://openalex.org/W2084335597","https://openalex.org/W2084483336","https://openalex.org/W2086828397","https://openalex.org/W2092672543","https://openalex.org/W2092867868","https://openalex.org/W2098148888","https://openalex.org/W2098724756","https://openalex.org/W2105912102","https://openalex.org/W2106096361","https://openalex.org/W2108183214","https://openalex.org/W2110448961","https://openalex.org/W2112016388","https://openalex.org/W2115059495","https://openalex.org/W2115180880","https://openalex.org/W2115922855","https://openalex.org/W2116245877","https://openalex.org/W2124761614","https://openalex.org/W2127977749","https://openalex.org/W2129239199","https://openalex.org/W2129658695","https://openalex.org/W2131305193","https://openalex.org/W2143439038","https://openalex.org/W2145073037","https://openalex.org/W2152318060","https://openalex.org/W2153064702","https://openalex.org/W2153610778","https://openalex.org/W2155737156","https://openalex.org/W2163730586","https://openalex.org/W2172273046","https://openalex.org/W2175531834","https://openalex.org/W2201285395","https://openalex.org/W2204070227","https://openalex.org/W2303287794","https://openalex.org/W2327866474","https://openalex.org/W2335882338","https://openalex.org/W2345777032","https://openalex.org/W2402043325","https://openalex.org/W2503204458","https://openalex.org/W2513964774","https://openalex.org/W2516643840","https://openalex.org/W2521633284","https://openalex.org/W2561738244","https://openalex.org/W2587796858","https://openalex.org/W2604095524","https://openalex.org/W2604387706","https://openalex.org/W2605429735","https://openalex.org/W2605824522","https://openalex.org/W2625177403","https://openalex.org/W2746486508","https://openalex.org/W2765227437","https://openalex.org/W2801963193","https://openalex.org/W2888101579","https://openalex.org/W2893493515","https://openalex.org/W2894845981","https://openalex.org/W2897027405","https://openalex.org/W2910970657","https://openalex.org/W2916606399","https://openalex.org/W2928512632","https://openalex.org/W2938085846","https://openalex.org/W2948616405","https://openalex.org/W2971292707","https://openalex.org/W2980585684","https://openalex.org/W2987125057","https://openalex.org/W3035290904","https://openalex.org/W3085590909","https://openalex.org/W3089976008","https://openalex.org/W3092674576","https://openalex.org/W3147795728","https://openalex.org/W4213284804","https://openalex.org/W4235678817","https://openalex.org/W4292542163"],"related_works":["https://openalex.org/W7111062805","https://openalex.org/W2897027405","https://openalex.org/W4406253301","https://openalex.org/W3082819494","https://openalex.org/W2922337876","https://openalex.org/W2973030750","https://openalex.org/W3162263292","https://openalex.org/W7043149050","https://openalex.org/W7163893644","https://openalex.org/W2913849834"],"abstract_inverted_index":{"Purpose":[0],"This":[1,175,198,277,366],"study":[2,65,115,176,199,220,242,294,367,396,423],"investigated":[3],"the":[4,17,30,38,54,151,181,201,212,222,280,296,310,323,372,380,399,413,427,441,449],"effects":[5],"of":[6,29,72,83,113,180,215,233,282,313,374,383,417,433],"social":[7,24,46,118,165,182,192,216,227,251,289,311,333,376,388,406,438],"capital":[8,47,119,183,228,290,312,377,389,407],"on":[9,53,157,164,203,398,426],"frontline":[10,55,121,234,245,284,316,331,342,385,418,434],"bank":[11,21,56,122,235,246,285,343,386,419,435],"employee's":[12,57],"adaptive":[13,58,144,237,272,391,414,461],"selling":[14,59,145,238,273,392,415,462],"behavior":[15,270,416,459],"via":[16],"psychological":[18,129,138,204,381],"process.":[19],"Frontline":[20],"employees'":[22,123,236,247,332,375,387],"positive":[23],"relationships":[25,351],"enhance":[26],"their":[27,254,314,347,353],"perception":[28],"work":[31,35,133,155,258,444],"environment":[32],"and":[33,44,50,94,108,190,194,206,260,302,357,404],"encourage":[34],"engagement.":[36],"With":[37],"multiple":[39,148],"mediation":[40,149],"model,":[41],"both":[42,178],"internal":[43,189,403],"external":[45,191,405],"have":[48],"direct":[49],"indirect":[51],"influence":[52,202,253,268,440,457],"behavior.":[60,146,239,393],"Design/methodology/approach":[61],"Data":[62,102],"for":[63,341],"this":[64,114,219,241,293,395,422],"were":[66,92,98,106],"collected":[67,107],"from":[68,103],"a":[69,127,161,168,326],"cross-sectional":[70],"sample":[71],"retail":[73],"banking":[74],"industry":[75],"in":[76,90,141,325,352,429],"Korea.":[77],"Specifically,":[78],"using":[79],"two-step":[80],"procedures,":[81],"employees":[82,105,286,344,436],"financial":[84],"service":[85],"or":[86],"insurance":[87],"sales":[88],"department":[89],"banks":[91],"selected":[93],"online":[95],"survey":[96],"questionnaires":[97],"distributed":[99],"to":[100,132,321,345,349,361],"them.":[101],"330":[104],"analyzed.":[109],"Findings":[110],"The":[111],"results":[112,152],"showed":[116,153,279],"how":[117,244,384],"affects":[120,390],"person\u2013job":[124,169,264,453],"fit":[125,170],"as":[126,135,229,408,446,448],"cognitive":[128,261,450],"process,":[130],"leading":[131],"engagement":[134,156],"an":[136,230,409],"emotional":[137,255,442],"process":[139,382],"and,":[140],"turn,":[142],"more":[143],"Using":[147],"analysis,":[150],"that":[154,298,307,328],"its":[158],"own":[159],"exerts":[160],"mediating":[162],"effect":[163],"capital,":[166,193],"whereas":[167],"does":[171],"not.":[172],"Research":[173],"limitations/implications":[174],"applied":[177],"aspects":[179,451],"concept":[184],"by":[185,209,225,378,401],"dividing":[186],"it":[187],"into":[188],"exploring":[195],"each":[196],"separately.":[197],"examined":[200],"processes":[205],"behavioral":[207],"response":[208],"distinguishing":[210],"between":[211],"two":[213],"forms":[214],"capital.":[217,334],"Second,":[218,394],"expands":[221,397],"previous":[223],"studies":[224],"introducing":[226,402],"antecedent":[231,410],"factor":[232,411],"Finally,":[240],"explains":[243],"relational":[248,431],"resources":[249,432],"(i.e.":[250,257,263,271,437,443,452,460],"capital)":[252,439],"aspect":[256,262],"engagement)":[259,445],"fit),":[265,454],"which":[266,430,455],"ultimately":[267,456],"performance-driven":[269,458],"behavior).":[274,463],"Practical":[275],"implications":[276],"research":[278],"importance":[281,373],"hiring":[283],"with":[287,355],"excellent":[288],"capabilities.":[291],"Furthermore,":[292,421],"underscored":[295],"fact":[297],"organizations":[299],"require":[300],"preparing":[301],"providing":[303],"practical":[304,359],"management":[305],"methods":[306],"can":[308],"improve":[309],"current":[315],"employees.":[317,420],"Last,":[318],"organization":[319],"need":[320],"design":[322],"job":[324,363],"way":[327],"innately":[329],"improves":[330],"Therefore,":[335],"these":[336],"jobs":[337],"provide":[338],"many":[339],"opportunities":[340],"use":[346],"ability":[348],"build":[350],"interactions":[354],"customers":[356],"make":[358],"decisions":[360],"achieve":[362],"performance.":[364],"Originality/value":[365],"improved":[368],"our":[369],"understanding":[370,425],"regarding":[371],"revealing":[379],"literature":[400],"affecting":[412],"advances":[424],"manner":[428],"well":[447]},"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2025,"cited_by_count":5},{"year":2024,"cited_by_count":1},{"year":2023,"cited_by_count":6},{"year":2022,"cited_by_count":2},{"year":2021,"cited_by_count":1}],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2021-11-08T00:00:00"}
