IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v172y2024ics0148296323008007.html

Managerial latitude and adaptive selling: Important roles of salesperson perceived control and work centrality

Author

Listed:
  • Khalid, Adeel
  • Singh, Sanjay Kumar
  • Usman, Muhammad
  • Waqas, Muhammad
  • Ishizaka, Alessio

Abstract

Based on the Conservation of Resources theory, we propose a positive relationship between managerial latitude and salespeople’s adaptive-selling behavior. We also propose salesperson perceived control as a relevant mediator and salesperson work centrality as an important boundary condition. Using time-lagged (three rounds, two months apart) data from 321 sales manager-employee dyads, the present work shows that managerial latitude positively influences adaptive selling, both directly and indirectly, via salesperson perceived control. Furthermore, our findings demonstrate that salesperson work centrality functions as a moderator of the direct association between managerial latitude and perceived control, as well as in the indirect link between managerial latitude and adaptive selling. The present study carries several important practical implications for organizations operating in different service and manufacturing sectors.

Suggested Citation

  • Khalid, Adeel & Singh, Sanjay Kumar & Usman, Muhammad & Waqas, Muhammad & Ishizaka, Alessio, 2024. "Managerial latitude and adaptive selling: Important roles of salesperson perceived control and work centrality," Journal of Business Research, Elsevier, vol. 172(C).
    • Handle: RePEc:eee:jbrese:v:172:y:2024:i:c:s0148296323008007
    DOI: 10.1016/j.jbusres.2023.114441
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296323008007
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2023.114441?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

    for a different version of it.

    References listed on IDEAS

    as
    1. Muhammad Khalid Anser & Shoaib Shafique & Muhammad Usman & Naeem Akhtar & Moazzam Ali, 2021. "Spiritual leadership and organizational citizenship behavior for the environment: An intervening and interactional analysis," Journal of Environmental Planning and Management, Taylor & Francis Journals, vol. 64(8), pages 1496-1514, June.
    2. Brashear, Thomas G. & Manolis, Chris & Brooks, Charles M., 2005. "The effects of control, trust, and justice on salesperson turnover," Journal of Business Research, Elsevier, vol. 58(3), pages 241-249, March.
    3. Uhrich, Sebastian, 2011. "Explaining non-linear customer density effects on shoppers’ emotions and behavioral intentions in a retail context: The mediating role of perceived control," Journal of Retailing and Consumer Services, Elsevier, vol. 18(5), pages 405-413.
    4. Muhammad Khalid Anser & Moazzam Ali & Muhammad Usman & Muhammad Luqman Tauheed Rana & Zahid Yousaf, 2021. "Ethical leadership and knowledge hiding: an intervening and interactional analysis," The Service Industries Journal, Taylor & Francis Journals, vol. 41(5-6), pages 307-329, April.
    5. Jean-Pierre Neveu & Stevan E. Hobfoll & Jonathon Halbesleben & M Westman, 2018. "Conservation of resources in the organizational context : the reality of resources and their consequences," Post-Print hal-02472360, HAL.
    6. Locander, David A. & Locander, Jennifer A. & Weinberg, Frankie J., 2020. "How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective," Journal of Business Research, Elsevier, vol. 118(C), pages 452-462.
    7. N. Paparoidamis & P. Guenzi, 2009. "An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness," Post-Print hal-00325582, HAL.
    8. Ward, James C. & Barnes, John W., 2001. "Control and affect: the influence of feeling in control of the retail environment on affect, involvement, attitude, and behavior," Journal of Business Research, Elsevier, vol. 54(2), pages 139-144, November.
    9. Tuan, Luu Trong & Ngan, Vu Thanh, 2021. "Leading ethically to shape service-oriented organizational citizenship behavior among tourism salespersons: Dual mediation paths and moderating role of service role identity," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    10. Sze-Sze Wong & Wai Fong Boh, 2014. "The Contingent Effects of Social Network Sparseness and Centrality on Managerial Innovativeness," Journal of Management Studies, Wiley Blackwell, vol. 51(7), pages 1180-1203, November.
    11. Kwak, Hyokjin & Anderson, Rolph E. & Leigh, Thomas W. & Bonifield, Scott D., 2019. "Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction," Journal of Business Research, Elsevier, vol. 94(C), pages 42-55.
    12. Peerayuth Charoensukmongkol & Pornprom Suthatorn, 2020. "Linking improvisational behavior, adaptive selling behavior and sales performance," International Journal of Productivity and Performance Management, Emerald Group Publishing Limited, vol. 70(7), pages 1582-1603, August.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Muhammad Usman & Manlio Giudice & Armando Papa & Sanjay Kumar Singh & Adeel Khalid, 2025. "The Role of Ethical Leadership’s CSR Initiatives and Leader’s Trait Mindfulness in Consumer Well-Being in Multinational Hotels," Management International Review, Springer, vol. 65(3), pages 591-614, June.
    2. Usman, Muhammad & Khalid, Adeel & Saeed, Munazza & Shafique, Shoaib & Babalola, Mayowa T. & Ren, Shuang, 2024. "Invigorating the spirit of being adaptive: Examining the role of spiritual leadership in adaptive selling," Journal of Business Research, Elsevier, vol. 177(C).
    3. Bani-Melhem, Shaker & Akhtar, Muhammad Waheed & Zahoor, Nadia & Khalid, Adeel & Usman, Muhammad, 2025. "Growth hacking adoption in focus: Developing scale and enhancing the nomological network of its antecedents," Journal of Business Research, Elsevier, vol. 189(C).
    4. Nawar N. Chaker & Rhett T. Epler & Gabriel Moreno & Dana Amiri & Elizabeth G. McDougal & Jay O’Toole, 2025. "The past, present, and future of adaptive selling: Toward an integrative framework," Journal of the Academy of Marketing Science, Springer, vol. 53(6), pages 1572-1599, December.
    5. Zahoor, Nadia & Usman, Muhammad & Khalid, Adeel & Aboelmaged, Mohamed Gamal & Yasin, Naveed, 2025. "Green strategic intent, artificial intelligence capability and behavioral dynamics of achieving circular economy goals in the public sector," Technological Forecasting and Social Change, Elsevier, vol. 221(C).

    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. Usman, Muhammad & Khalid, Adeel & Saeed, Munazza & Shafique, Shoaib & Babalola, Mayowa T. & Ren, Shuang, 2024. "Invigorating the spirit of being adaptive: Examining the role of spiritual leadership in adaptive selling," Journal of Business Research, Elsevier, vol. 177(C).
    2. Nawar N. Chaker & Rhett T. Epler & Gabriel Moreno & Dana Amiri & Elizabeth G. McDougal & Jay O’Toole, 2025. "The past, present, and future of adaptive selling: Toward an integrative framework," Journal of the Academy of Marketing Science, Springer, vol. 53(6), pages 1572-1599, December.
    3. Ross Gilbert, Jonathan & Krush, Michael T. & Trainor, Kevin J. & Wayment, Heidi A., 2022. "The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling," Journal of Business Research, Elsevier, vol. 150(C), pages 326-338.
    4. Guochen Pan & Mengqi Liu & Lu-Ming Tseng & Zhixiang Geng, 2023. "Cultural intelligence and sales performance in online insurance marketing: evidence from a Chinese insurance firm," Humanities and Social Sciences Communications, Palgrave Macmillan, vol. 10(1), pages 1-9, December.
    5. Nguyen, Bach & Tran, Hai-Anh & Stephan, Ute & Van, Ha Nguyen & Anh, Pham Thi Hoang, 2024. "“I can't get it out of my mind” - Why, how, and when crisis rumination leads entrepreneurs to act and pivot during crises," Journal of Business Venturing, Elsevier, vol. 39(4).
    6. Inmaculada Silla & Francisco J. Gracia & José M. Peiró, 2020. "Upward Voice: Participative Decision Making, Trust in Leadership and Safety Climate Matter," Sustainability, MDPI, vol. 12(9), pages 1-17, May.
    7. Rakesh Belwal & Shweta Belwal & Suhaila Ebrahim AlHashemi, 2024. "Disentangling work–family conflict, support, and turnover intentions: quanti–quali mixed method approach," Quality & Quantity: International Journal of Methodology, Springer, vol. 58(3), pages 2591-2617, June.
    8. Liu, Jing & Hsu, Fu-Chieh & Bai, Yunkai & Mai, Huiwen, 2024. "A dual-benefit perspective of business travel," Annals of Tourism Research, Elsevier, vol. 109(C).
    9. Thomas Sifuna Mayende & Abaasi Ibrahim Musenze & Kaziba Abdul Mpaata & Gideon Nkurunziza, 2026. "Unpacking the role of job satisfaction in the psychological capital-work engagement link: evidence from ugandan public universities," SN Business & Economics, Springer, vol. 6(1), pages 1-35, January.
    10. Munazza Saeed & Arhum Ahmed & Erhan Boğan & Osman Abul & Ahmad Qammar, 2025. "‘Buying green’: the role of green customer-based brand equity in shaping customers’ green buying behavior," Environment, Development and Sustainability: A Multidisciplinary Approach to the Theory and Practice of Sustainable Development, Springer, vol. 27(3), pages 5981-5997, March.
    11. Martin Hoegl & Silja Hartmann, 2021. "Bouncing back, if not beyond: Challenges for research on resilience," Asian Business & Management, Palgrave Macmillan, vol. 20(4), pages 456-464, September.
    12. Xiaoxia Huang & Yuyin Liu & Jing Zhao, 2024. "The Impacts of Work-Family Conflict and Corporate Innovation on Organizational Performance," SAGE Open, , vol. 14(2), pages 21582440241, May.
    13. Yi Wang & Xianfang Xue & Han Guo, 2022. "The Sustainability of Market Orientation from a Dynamic Perspective: The Mediation of Dynamic Capability and the Moderation of Error Management Climate," Sustainability, MDPI, vol. 14(7), pages 1-15, March.
    14. Fu Yang & Xiaoyu Huang & Hong Deng & Jacqueline Coyle-Shapiro & Mengying Xie & Zihan Zhou, 2025. "Managers Behaving Unethically: Coping with the Ebb and Flow of Job Insecurity Through Abusive Supervision," Journal of Business Ethics, Springer, vol. 199(3), pages 549-563, July.
    15. Francoise Contreras & Juan C. Espinosa & Gustavo A. Esguerra, 2020. "Could Personal Resources Influence Work Engagement and Burnout? A Study in a Group of Nursing Staff," SAGE Open, , vol. 10(1), pages 21582440199, January.
    16. Luo Lu & Ting-Ting Chang & Shu-Fang Kao & Cary L. Cooper, 2021. "Do Gender and Gender Role Orientation Make a Difference in the Link between Role Demands and Family Interference with Work for Taiwanese Workers?," IJERPH, MDPI, vol. 18(18), pages 1-17, September.
    17. Mashal Ahmed Watoo & Man Cao & Zhao Shuming, 2023. "High-performance work systems and the work–family interface: a cross-level investigation," Asian Business & Management, Palgrave Macmillan, vol. 22(3), pages 935-954, July.
    18. repec:rbs:ijbrss:v:14:y:2026:i:9:p:466-475 is not listed on IDEAS
    19. Muhammad Naeem Sharif & Li Zhang & Ali Raza & Kashif Akram & Anna Ivolga, 2025. "Leadership Gone Wrong: Investigating the Effects of Despotic Leadership on Employee Success Through Job Insecurity and Emotional Exhaustion," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 16(4), pages 15316-15341, October.
    20. Muhammad Umer Azeem & Inam Ul Haq & Ghulam Murtaza & Hina Jaffery, 2023. "Challenge–Hindrance Stressors, Helping Behavior and Job Performance: Double-Edged Sword of Religiousness," Journal of Business Ethics, Springer, vol. 184(3), pages 687-699, May.
    21. Taiba Hussain & Alexandra Henderson & Sophia Soyoung Jeong, 2024. "Knowledge Sharing of Self-Initiated Expatriates: The Effects of Job Embeddedness, Career Capital, and Supervisor Incivility," Management International Review, Springer, vol. 64(5), pages 843-870, October.

    More about this item

    Keywords

    ;
    ;
    ;
    ;

    Statistics

    Access and download statistics

    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:172:y:2024:i:c:s0148296323008007. 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.