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


  • 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

    1. Tobias Kollmann & Christoph Stöckmann & Patrick Krell & Anika Peschl, 2013. "Integrating dependency on the leader and empowerment into the transformational leadership-creative performance relationship," Central European Business Review, University of Economics, Prague, 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. repec:eee:jouret:v:87:y:2011:i:1:p:31-45 is not listed on IDEAS
    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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    1. repec:eee:joreco:v:40:y:2018:i:c:p:150-162 is not listed on IDEAS


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