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Perceptual differences regarding leadership between the store manager and employees and its impact on frontline sales performance: A research note

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  • Vieira, Valter Afonso
  • Fernandes de Negreiros, Leticia
  • Agnihotri, Raj
  • Bakeshloo, Khashayar Afshar

Abstract

This study focuses on the bright side of perceptual differences regarding leadership that may exist between managers and employees. Specifically, building on leadership literature, the authors propose that in situations wherein a manager’s perceptions of their own leadership are lower than that of their employees’ perceptions of their managers’ leadership, employees’ sales performance levels are higher. Data were collected from retail store managers and frontline employees in Brazil in three different contexts (e.g., footwear, clothing, and furniture). Based on polynomial regression analyses, the findings suggest that sales performance is generally higher when a manager’s self-perceptions are lower than their frontline employees’ perceptions of managers’ transactional and transformational leadership.

Suggested Citation

  • Vieira, Valter Afonso & Fernandes de Negreiros, Leticia & Agnihotri, Raj & Bakeshloo, Khashayar Afshar, 2021. "Perceptual differences regarding leadership between the store manager and employees and its impact on frontline sales performance: A research note," Journal of Retailing, Elsevier, vol. 97(3), pages 347-358.
    • Handle: RePEc:eee:jouret:v:97:y:2021:i:3:p:347-358
    DOI: 10.1016/j.jretai.2020.11.004
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    References listed on IDEAS

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    1. Lessassy, Léopold, 2023. "Investigating a three-way interaction of manufacturer control, retail control and dependence on salesforce performance. Does the role of frontline employees matters ?," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).

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