Responsible leadership and salespeople's creativity: themediating effects of CSR perceptions
Bande Videla, Belén (1)
Tipo de Ítem:Articulo Revista Indexada
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.
Este ítem aparece en la(s) siguiente(s) colección(es)
Mostrando ítems relacionados por Título, autor o materia.
Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion Bande Videla, Belén (1); Jaramillo, Fernando; Fernández-Ferrín, Pilar; Varela, José Antonio (Journal of Business Research, 02/2019)Impression management tactics have recently been identified as effective strategies for coping with work stressors. However, despite the evidence that using a combination of tactics can provide more favorable outcomes than ...
How and When Does Emotional Intelligence Influence Salesperson Adaptive and Proactive Performance? Bande Videla, Belén (1); Fernández-Ferrín, Pilar (European Management Review, 12/2015)Salesperson adaptivity and proactivity are two emergent forms of sales performance that are particularly important when work requirements cannot be clearly anticipated and employees need to address complex situations. This ...
Bande Videla, Belén (1); Fernández-Ferrín, Pilar; Otero-Neira, Carmen; Varela, José (Journal of Business to Business Marketing, 2017)Purpose: The objective of this study is to contribute to the sales management literature by analyzing whether self-monitoring dimensions (the ability to adjust the presentation of one's self and the sensitivity to the ...