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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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    References listed on IDEAS

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    1. Lewin, Jeffrey E. & Sager, Jeffrey K., 2007. "A process model of burnout among salespeople: Some new thoughts," Journal of Business Research, Elsevier, vol. 60(12), pages 1216-1224, December.
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    3. Moncrief, William C. & Marshall, Greg W. & Rudd, John M., 2015. "Social media and related technology: Drivers of change in managing the contemporary sales force," Business Horizons, Elsevier, vol. 58(1), pages 45-55.
    4. Ting Cheng & Saija Mauno & Cynthia Lee, 2014. "Do Job Control, Support, and Optimism Help Job Insecure Employees? A Three-Wave Study of Buffering Effects on Job Satisfaction, Vigor and Work-Family Enrichment," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 118(3), pages 1269-1291, September.
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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.

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