Managerial Antecedents and Individual Consequences of Group Cohesiveness in Travel Service Selling

A latent variable structural equation model describing the relationship between managerial actions, group cohesiveness, and selected job-related outcomes was developed and tested using a sample of travel agents. The results of the analysis indicated that cohesiveness influences a variety of salient outcomes, including organizational commitment, job satisfaction, motivation, and role stress. Consistent with some prior research, the relationship between cohesiveness and selling performance was not significant. The results also showed that management actions in the form of task-oriented and relationship-oriented leadership directly influence cohesiveness. Managerial implications are discussed.