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Responsible Leadership and Salespeople’s Creativity: The Mediating Effects of CSR Perceptions

Author

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  • Sandra Castro-González

    (School of Business Administration, Universidade de Santiago de Compostela, 27002 Lugo, Spain)

  • Belén Bande

    (School of Business Administration, Universidade de Santiago de Compostela, 27002 Lugo, Spain
    Business and Communication School, Universidad Internacional de la Rioja, 26006 Logroño, Spain)

  • Pilar Fernández-Ferrín

    (Facultad de Economía y Empresa, University of the Basque Country (UPV/EHU), 01006 Victoria-Gasteiz, Spain)

Abstract

Although sales tasks require creative thinking, salespeople’s creativity has been identified as one of the most under-researched topics in the sales literature. This study contributes to filling this gap by understanding how responsible leadership and corporate social responsibility (CSR) perceptions can contribute to fostering salespeople’s creativity. This study’s empirical analysis is based on information provided by 176 supervisor–salesperson dyads from 96 companies, and the results indicate that responsible leadership is positively related to salespeople’s creativity. Furthermore, our findings confirm that the relationship between responsible leadership and salespeople’s creativity is mediated by salespeople’s CSR perception, their job satisfaction, and their identification with the organization. Sales leaders should recognize that by practicing responsible leadership behavior, they can create this type of work environment for their subordinates.

Suggested Citation

  • Sandra Castro-González & Belén Bande & Pilar Fernández-Ferrín, 2019. "Responsible Leadership and Salespeople’s Creativity: The Mediating Effects of CSR Perceptions," Sustainability, MDPI, vol. 11(7), pages 1-17, April.
    • Handle: RePEc:gam:jsusta:v:11:y:2019:i:7:p:2053-:d:220551
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    2. Miao Li & Luluo Peng & Guijun Zhuang, 2020. "Sales Control Systems and Salesperson Commitment: The Moderating Role of Behavior Uncertainty," Sustainability, MDPI, vol. 12(7), pages 1-18, March.
    3. Jie He & Alastair M. Morrison & Hao Zhang, 2019. "Improving Millennial Employee Well-Being and Task Performance in the Hospitality Industry: The Interactive Effects of HRM and Responsible Leadership," Sustainability, MDPI, vol. 11(16), pages 1-19, August.

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