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Transformational leadership effects on salespeople’s attitudes, striving, and performance

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  • Gao, Ronnie (Chuang Rang)
  • Murphy, William H.
  • Anderson, Rolph E.

Abstract

Sales managers face challenges in leading their salespeople. Viewing transformational leadership (TL) as pivotal to gain attitudes necessary for good performance, we present, justify and test a leader behavior (TL) - salesperson's attitudes - salesperson's behavior - performance model. No previous research has done this, with our presented model, investigation, and results providing important contributions to the salesforce leadership literature and managers. An online survey with 313 salespeople in sales positions for 3+ years provided data analyzed using SEM. Results indicate: (1) TL has a direct positive effect on both salespeople's sense of empowerment and self-efficacy and an indirect effect through the mediation of employee vigor; (2) sense of being empowered and self-efficacy positively affect salespeople’s accomplishment striving (AS); and (3) AS, in turn, positively affect performance. The results provide strong support for the importance of how sales managers lead salespeople due to TL's profound effects on salespeople's attitudes.

Suggested Citation

  • Gao, Ronnie (Chuang Rang) & Murphy, William H. & Anderson, Rolph E., 2020. "Transformational leadership effects on salespeople’s attitudes, striving, and performance," Journal of Business Research, Elsevier, vol. 110(C), pages 237-245.
    • Handle: RePEc:eee:jbrese:v:110:y:2020:i:c:p:237-245
    DOI: 10.1016/j.jbusres.2020.01.023
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    Cited by:

    1. Cătălin Grădinaru & Sorin-George Toma & Ștefan Catană & Gabriela Andrișan, 2020. "A view on transformational leadership: The case of Jeff Bezos," Manager Journal, Faculty of Business and Administration, University of Bucharest, vol. 31(1), pages 93-100, December.
    2. Yang Cai & Youming Song & Xia Xiao & Wendian Shi, 2020. "The Effect of Social Capital on Tacit Knowledge-Sharing Intention: The Mediating Role of Employee Vigor," SAGE Open, , vol. 10(3), pages 21582440209, July.
    3. Vannarith Nguon, 2023. "Effect of Transformational Leadership on Job Satisfaction, Innovative Behavior, and Work Performance: A Conceptual Review," International Journal of Business and Management, Canadian Center of Science and Education, vol. 17(12), pages 1-75, February.
    4. Dishop, Christopher R. & Good, Valerie, 2022. "A dynamic system of job performance with goals and leadership changes as shocks," Journal of Business Research, Elsevier, vol. 139(C), pages 602-613.
    5. Shatha Alkhayyal & Saleh Bajaba, 2023. "The Impact of E-Leadership Competencies on Workplace Well-Being and Job Performance: The Mediating Role of E-Work Self-Efficacy," Sustainability, MDPI, vol. 15(6), pages 1-18, March.
    6. Ángeles López-Cabarcos, M. & Vázquez-Rodríguez, Paula & Quiñoá-Piñeiro, Lara M., 2022. "An approach to employees’ job performance through work environmental variables and leadership behaviours," Journal of Business Research, Elsevier, vol. 140(C), pages 361-369.

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