TITLE

EXAMINING THE IMPACT OF SERVANT LEADERSHIP ON SALES FORCE PERFORMANCE

AUTHOR(S)
Jaramillo, Fernando; Grisaffe, Douglas B.; Chonko, Lawrence B.; Roberts, James A.
PUB. DATE
June 2009
SOURCE
Journal of Personal Selling & Sales Management;Summer2009, Vol. 29 Issue 3, p257
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Much has been written about the importance of focusing on customers to drive organizational success. In this paper, aspects of manager--salesperson relationships are examined as drivers of deeper customer focus in salesperson--customer interactions. In particular, managers' servant leadership, a leadership style emphasizing genuine concern for subordinate welfare, is examined as a catalyst of parallel concern by salespeople for their customers. Salesperson perceptions of managers' servant leadership empirically relate to salesperson customer orientation, in turn driving adaptive selling behaviors, customer-directed extra-role behaviors, and sales performance outcomes. Other results and implications for management and sales leadership research are presented.
ACCESSION #
42959936

 

Related Articles

  • SALES EFFORT: THE INTERTWINED ROLES OF THE LEADER, CUSTOMERS, AND THE SALESPERSON. Jaramillo, Fernando; Prakash, Jay // Journal of Personal Selling & Sales Management;Winter2008, Vol. 28 Issue 1, p37 

    A consensus notion in sales research is that superior performance requires high levels of effort. Studying the effect of individual and situational factors on effort has significant implications for managers and academics. This study shows that supportive leadership leads to higher salesperson...

  • Towards an Instrumentality Theory of Salesforce Motivation: A Pragmatic Model. Uduji, Joseph I. // European Journal of Business & Management;2013, Vol. 5 Issue 20, p213 

    Finding an effective combination of motivations may be easier if a sales manager understands some of the behavioural factors that affect salesforce motivation. This study was undertaken to determine the behavioural factors that relate to the salesperson's needs and to the conditional links...

  • Work Smart. Maxwell, John C. // Sales & Service Excellence Essentials;Feb2006, Vol. 6 Issue 2, p10 

    Highlights several ways that sales people spend their working hours. Encounter with complaints, requests and suggestions of consumers; Evaluation of tasks to do in a day; Consideration for the most important tasks.

  • Summary Brief: Scent of a Salesperson: The Effect of Scent Congruency on the Sales Visit. Widmier, Scott; Tudor, Keith; Smith, Shane D. // Society for Marketing Advances Proceedings;2009, p253 

    The development of marketing atmospherics is furthered in this study with the addition of scent introduced to the sales call. The scent of the salesperson attribute demonstrates its influence on the buyer. Using theories such as the approach / avoidance as well as the congruency theory, scent...

  • DYSFUNCTIONAL BEHAVIOR AMONG SALES REPRESENTATIVES: THE EFFECT OF SUPERVISORY TRUST, PARTICIPATION, AND INFORMATION CONTROLS. Choi, Nak Hwan; Dixon, Andrea L.; Jung, Jae Min // Journal of Personal Selling & Sales Management;Summer2004, Vol. 24 Issue 3, p181 

    This study investigates the efficacy of supervisory trust, participation, and information controls in curbing dysfunctional salesperson behavior so that salesperson actions are in line with organizational goals. Using a sample of 210 salespeople, we develop and test a model incorporating...

  • Review and assessment of past empathy scales to measure salesperson's empathy. Delpechitre, Duleep // Journal of Management & Marketing Research;May2013, Vol. 13, p1 

    The impact of the salesperson's empathetic ability has been researched over the years by many different researchers. Although many researchers have found that empathy has a positive effect on salesperson's performance and success, some researchers have found that empathy has no effect on sales...

  • Magic of Listening. McClure, Patrick // Sales & Service Excellence Essentials;Nov2007, Vol. 7 Issue 11, p7 

    The article suggests that by listening and not selling, sales persons can actually accelerate their sales performance. A void is created by not selling right away, and this void makes customers bring up the subject and want to talk about it. By asking the right questions and listening, sales...

  • Leadership as Situational Factor on Personality-Performance Relationship: An Empirical Study of The Taiwan's Office Machinery Sales Force. Kuang-Hui Chiu; Tsai Chen // International Journal of Business & Management Science;Jul2012, Vol. 5 Issue 1, p1 

    This study investigated the relationship of salespersons' personality and job performance, as well as the moderating effect of leadership style. Data were collected from salespeople of Taiwan's three leading office machinery companies. With "strong" vs. "weak" situations as theoretical...

  • Organizasyon Yapısı ve LiderliÄŸin Ä°ÅŸ Performansına Etkisi. Akkoç, İrfan; Erdoğan, Bayram Zafer // Cag University Journal of Social Sciences;2011, Vol. 8 Issue 1, p79 

    The aim of this study is to figure out the relationship between the performance of the salespeople working for pharmaceutical firms and the leadership type and the structure of organization applied by these firms. The sample is chosenfrom the pharmaceutical salespeople who work at Konya district...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics