The performance implications of the work-oriented cognitions of shopfloor workers: a study of British retailing

While a number of studies have been conducted into individual employee cogn itions and organizational performance, few studies have examined the combin ed effect of a range of cognitions. This gap in extant knowledge is particu larly apparent in the retail sector where store performance and consequentl y company profitability are largely dependent on the relationship between s hopfloor workers and customers. This paper presents the results of a study into the performance implications of work-oriented cognitions of shopfloor workers in the retail sector. The paper presents a series of analyses which find that the performance of individual stores is affected, to varying deg rees, by a range of cognitions. The paper concludes by discussing the impli cations of the study and highlighting the issues which merit further resear ch attention.