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The interactive effects of goal orientation and leadership style on sales performance

Author

Listed:
  • Juliano Domingues

    (Maringá State University (PPA/UEM))

  • Valter Afonso Vieira

    (Maringá State University (PPA/UEM))

  • Raj Agnihotri

    (The University of Texas at Arlington)

Abstract

The authors develop and test a model depicting the moderating effects of different types of manager leadership styles on the relationship between salesperson goal orientations (i.e., performance orientation and learning orientation) and performance. The two surveys were set in retail work contexts in Brazil. Results from a multi-level hierarchical analysis demonstrate that (i) transactional leadership strengthens the positive link between learning orientation and sales performance, whereas (ii) transformational leadership weakens the positive association between learning orientation and performance. Our argument for the positive moderating effect of transactional leadership is built upon the path-goal theory and contingent reward mechanism. The justification for the negative effect of transformational leadership involves the follower-dependency logic and overdependence on supervisory cues.

Suggested Citation

  • Juliano Domingues & Valter Afonso Vieira & Raj Agnihotri, 2017. "The interactive effects of goal orientation and leadership style on sales performance," Marketing Letters, Springer, vol. 28(4), pages 637-649, December.
    • Handle: RePEc:kap:mktlet:v:28:y:2017:i:4:d:10.1007_s11002-017-9436-3
    DOI: 10.1007/s11002-017-9436-3
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    References listed on IDEAS

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    1. Tobias Kollmann & Christoph Stöckmann & Patrick Krell & Anika Peschl & Sarah Buchwald, 2013. "Integrating Dependency on the Leader and Empowerment into Transformational Leadership - Creative Performance Relationship," Central European Business Review, Prague University of Economics and Business, vol. 2013(1), pages 7-14.
    2. Podsakoff, Philip M. & Bommer, William H. & Podsakoff, Nathan P. & MacKenzie, Scott B., 2006. "Relationships between leader reward and punishment behavior and subordinate attitudes, perceptions, and behaviors: A meta-analytic review of existing and new research," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(2), pages 113-142, March.
    3. Coelho, Filipe & Augusto, Mário & Lages, Luis Filipe, 2011. "Contextual Factors and the Creativity of Frontline Employees: The Mediating Effects of Role Stress and Intrinsic Motivation," Journal of Retailing, Elsevier, vol. 87(1), pages 31-45.
    4. Ulf Andersson & Alvaro Cuervo-Cazurra & Bo Bernhard Nielsen, 2014. "From the Editors: Explaining interaction effects within and across levels of analysis," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 45(9), pages 1063-1071, December.
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    Cited by:

    1. de Jong, Ad & Schepers, Jeroen J.L. & Lages, Cristiana R. & Kadić-Maglajlić, Selma, 2021. "The role of the service manager’s perceived career success in frontline employees’ learning processes and service improvement," Journal of Business Research, Elsevier, vol. 134(C), pages 601-617.
    2. Valerie Good & Douglas E. Hughes & Ahmet H. Kirca & Sean McGrath, 2022. "A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 586-614, May.
    3. Abdulla Abdulaziz Al-Subaie & Mohd. Nishat Faisal & Belaid Aouni & Faisal Talib, 2021. "A Strategic Framework for Transformational Leadership Development in Megaprojects," Sustainability, MDPI, vol. 13(6), pages 1-21, March.
    4. Vieira, Valter Afonso & Jaramillo, Jorge Fernando & Agnihotri, Raj & Molina, Ana Carolina Severino, 2023. "Salespeople’s competitive intelligence, efficiency, and performance: The role of intelligence diversity and manager's tenure," Journal of Business Research, Elsevier, vol. 159(C).
    5. Vieira, Valter Afonso & Perin, Marcelo Gattermann & Sampaio, Claudio Hoffmann, 2018. "The moderating effect of managers' leadership behavior on salespeople's self-efficacy," Journal of Retailing and Consumer Services, Elsevier, vol. 40(C), pages 150-162.
    6. 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.

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