IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v158y2023ics0148296323000127.html
   My bibliography  Save this article

Fostering a salesperson’s team identification: An investigation into the effects of leader-follower emotional intelligence congruence from a person–environment fit perspective

Author

Listed:
  • Gao, Zhonghua
  • Zhao, Chen
  • Liu, Yonghong

Abstract

Integrating the person–environment (PE) fit theory with the literature on social identification, we investigate how leader–follower congruence in emotional intelligence (EI) fosters the focal follower’s team identification. We propose that EI (in)congruence between followers and their team leader significantly affects the followers’ relational separation of leader-member exchange (LMXRS), an individual-within-team level construct that indicates one’s relative standing in the team and is operationalized as the Euclidean distance between followers and their team members in terms of perceived LMX quality. Moreover, leader–follower EI (in)congruence indirectly affects the followers’ team identification via the mediating role of LMXRS. The proposed theoretical model was supported by field data collected from 1,416 leader–follower dyads in 143 sales teams across two-time points using polynomial regression and response surface methodology. Theoretical and managerial implications are discussed.

Suggested Citation

  • Gao, Zhonghua & Zhao, Chen & Liu, Yonghong, 2023. "Fostering a salesperson’s team identification: An investigation into the effects of leader-follower emotional intelligence congruence from a person–environment fit perspective," Journal of Business Research, Elsevier, vol. 158(C).
    • Handle: RePEc:eee:jbrese:v:158:y:2023:i:c:s0148296323000127
    DOI: 10.1016/j.jbusres.2023.113654
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296323000127
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2023.113654?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Miao, Chao & Humphrey, Ronald H. & Qian, Shanshan, 2018. "A cross-cultural meta-analysis of how leader emotional intelligence influences subordinate task performance and organizational citizenship behavior," Journal of World Business, Elsevier, vol. 53(4), pages 463-474.
    2. Wei He & Chao C. Chen & Lihua Zhang, 2004. "Rewards-Allocation Preferences of Chinese Employees in the New Millennium: The Effects of Ownership Reform, Collectivism, and Goal Priority," Organization Science, INFORMS, vol. 15(2), pages 221-231, April.
    3. Muhammed Turhan, 2014. "Organizational Cronyism: A Scale Development and Validation from the Perspective of Teachers," Journal of Business Ethics, Springer, vol. 123(2), pages 295-308, August.
    4. Zi Wang & Guiquan Li, 2018. "You don’t actually want to get closer to the star: How LMX leads to workplace ostracism," Frontiers of Business Research in China, Springer, vol. 12(1), pages 1-13, December.
    5. Ziguang Chen & Wing Lam & Jian Zhong, 2012. "Effects of perceptions on LMX and work performance: Effects of supervisors’ perception of subordinates’ emotional intelligence and subordinates’ perception of trust in the supervisor on LMX and, conse," Asia Pacific Journal of Management, Springer, vol. 29(3), pages 597-616, September.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Qi Wei & Chris Rowley, 2008. "Changing patterns of rewards in Asia: a literature review," Asia Pacific Business Review, Taylor & Francis Journals, vol. 15(4), pages 489-506, September.
    2. Gaffney, Nolan & Cooper, Danielle & Kedia, Ben & Clampit, Jack, 2014. "Institutional transitions, global mindset, and EMNE internationalization," European Management Journal, Elsevier, vol. 32(3), pages 383-391.
    3. Leonidas C. Leonidou & Bilge Aykol & Jorma Larimo & Lida Kyrgidou & Paul Christodoulides, 2021. "Enhancing International Buyer-Seller Relationship Quality and Long-Term Orientation Using Emotional Intelligence: The Moderating Role of Foreign Culture," Management International Review, Springer, vol. 61(3), pages 365-402, June.
    4. Sana Mumtaz & Chris Rowley, 2020. "The relationship between leader–member exchange and employee outcomes: review of past themes and future potential," Management Review Quarterly, Springer, vol. 70(1), pages 165-189, February.
    5. Sarah Hudson & Helena V. González-Gómez & Cyrlene Claasen, 2022. "Societal Inequality, Corruption and Relation-Based Inequality in Organizations," Journal of Business Ethics, Springer, vol. 181(3), pages 789-809, December.
    6. Shirley Daniel & Dongyoung Lee & Wolf Reitsperger, 2014. "Raising quality consciousness among Chinese manufacturing personnel: Testing the effectiveness of performance management tools," Asia Pacific Journal of Management, Springer, vol. 31(2), pages 549-573, June.
    7. Eko Yi Liao & Chun Hui, 2021. "A resource-based perspective on leader-member exchange: An updated meta-analysis," Asia Pacific Journal of Management, Springer, vol. 38(1), pages 317-370, March.
    8. Jin, Yige & Dong, Nanyan & Tian, Gaoliang & Zhang, Junrui, 2023. "Wisdom of the masses: Employee education and corporate risk taking," Economic Modelling, Elsevier, vol. 118(C).
    9. Chen, Xiao-Ping & Ren, Han, 2023. "Indirect cronyism and its underlying exchange logic: How managers’ particularism orientation and the third Party’s hierarchical power strengthen its existence," Organizational Behavior and Human Decision Processes, Elsevier, vol. 175(C).
    10. Sarah Fischer & Shannon Hyder & Arlene Walker, 2020. "The effect of employee affective and cognitive trust in leadership on organisational citizenship behaviour and organisational commitment: Meta-analytic findings and implications for trust research," Australian Journal of Management, Australian School of Business, vol. 45(4), pages 662-679, November.
    11. Chao C. Chen & Joseph P. Gaspar & Ray Friedman & William Newburry & Michael C. Nippa & Katherine Xin & Ronaldo Parente, 2017. "Paradoxical Relationships Between Cultural Norms of Particularism and Attitudes Toward Relational Favoritism: A Cultural Reflectivity Perspective," Journal of Business Ethics, Springer, vol. 145(1), pages 63-79, September.
    12. Bradley Koch & Pamela Koch, 2007. "Collectivism, individualism, and outgroup cooperation in a segmented China," Asia Pacific Journal of Management, Springer, vol. 24(2), pages 207-225, June.
    13. Miaomiao Li & Xiaofeng Xu & Ho Kwong Kwan, 2023. "The antecedents and consequences of workplace envy: A meta-analytic review," Asia Pacific Journal of Management, Springer, vol. 40(1), pages 1-35, March.
    14. Ying Xue & Xiyuan Li & Hongmei Wang & Qiu Zhang, 2020. "How Employee’s Leadership Potential Leads to Leadership Ostracism Behavior: The Mediating Role of Envy, and the Moderating Role of Political Skills," IJERPH, MDPI, vol. 17(9), pages 1-15, April.
    15. Xu Huang & Kan Shi & Zhijie Zhang & Yat Cheung, 2006. "The impact of participative leadership behavior on psychological empowerment and organizational commitment in Chinese state-owned enterprises: the moderating role of organizational tenure," Asia Pacific Journal of Management, Springer, vol. 23(3), pages 345-367, September.
    16. Breidenthal, Amy P. & Liu, Dong & Bai, Yuntao & Mao, Yina, 2020. "The dark side of creativity: Coworker envy and ostracism as a response to employee creativity," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(C), pages 242-254.
    17. Chao Miao & Michael J. Barone & Shanshan Qian & Ronald H. Humphrey, 2019. "Emotional intelligence and service quality: a meta-analysis with initial evidence on cross-cultural factors and future research directions," Marketing Letters, Springer, vol. 30(3), pages 335-347, December.
    18. Afia Saleem & Usman Ghani, 2013. "Application of Weisbord's Organizational Diagnosis Model: A Case of Pakistan Banking Industry," Business & Economic Review, Institute of Management Sciences, Peshawar, Pakistan, vol. 5(1), pages 1-11, April.
    19. Al Halbusi, Hussam & Ruiz-Palomino, Pablo & Williams, Kent A., 2023. "Ethical leadership, subordinates’ moral identity and self-control: Two- and three-way interaction effect on subordinates’ ethical behavior," Journal of Business Research, Elsevier, vol. 165(C).
    20. Chao Chen & Xiao-Ping Chen, 2009. "Negative externalities of close guanxi within organizations," Asia Pacific Journal of Management, Springer, vol. 26(1), pages 37-53, March.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:158:y:2023:i:c:s0148296323000127. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.