...Valter Afonso Vieira; Flávia Regina Miecoanski; Raj Agnihotri; Juliano Domingues Silva Purpose Retailer organizational prestige is defined as employees' own beliefs and perceptions about how individuals external to the organization judge and evaluate the status and prestige of their firm. Although...

... interpersonal identification among salespeople which, in turn, increases sales performance. However, the relationship is curvilinear, becoming negative when over-identification occurs. This inverted U-shaped relationship is moderated by organizational prestige such that the negative influence is overcome...