The roles of political skill and intrinsic motivation in performance prediction of adaptive selling

Previous studies have long recognized and examined adaptive selling behavior as an effective selling behavior in current selling situations. Although some studies assumed and revealed moderating factors that affect the effectiveness of adaptive selling behavior, few studies examined an individual’s skill as a moderator on this effect. This study focuses on political skill as a type of skill that has been recently found to have positive effects on sales performance. In addition, this study includes intrinsic motivation as an additional moderator that enables political skill to be invested for effective selling behavior. Our analysis of 249 salespeople and 145 supervisors in a matching sample largely supports our hypotheses that the positive effects of adaptive selling behavior on sales performance are the highest when both political skill and intrinsic motivation are high

Influence of companies´ credibility and trust in corporate social responsibility aspects of consumer food products: The moderating intervention of consumer integrity

This study aims to explore and understand whether corporate social responsibility (CSR) could be considered as an indirect cue of certain product characteristics, turning it into an effective instrument to encourage credibility and trust in a food brand and thereby influence consumers’ purchase intention; the study also considers how consumers’ integrity influences these effects of trust and credibility. The proposed model and the mediation and moderation hypotheses were tested with conditional process analysis and were generally supported by data collected from 252 consumers. The results have important implications for companies, revealing that CSR dimensions impact consumer purchase intention by generating greater credibility and trust. Moreover, among consumers with higher integrity, the effects are more significant. Finally, it is the economic dimension of CSR that has the clearest impact on consumer intentionsS

How Can Companies Decrease Salesperson Turnover Intention? The Corporate Social Responsibility Intervention

Salespeople turnover is a key issue that can threaten a company’s survival, either by reducing its income or increasing its expenses. The purpose of this study is to analyze the impact of corporate social responsibility (CSR) practices on the salespeople turnover. Drawing from social network theory, this research suggests that the perception of CSR practices influences salespeople turnover through their impact on the perception of the company’s reputation and the organizational pride that sellers experience. Additionally, the moderating role of interpersonal justice in the CSR-organizational pride relationship is analyzed. The data was collected from a sample of 176 salespeople and their supervisors from 96 companies. Structural equation modeling was used to analyze the psychometric properties of the measurement scales and to test the proposed direct hypotheses, and conditional process analysis was used to test the proposed mediation hypothesis. The results indicate that CSR is negatively related to salesperson turnover via the perceived salespeople’s organizational pride and organizational reputation. Furthermore, this study’s findings confirm the importance of a salesperson’s interpersonal justice for these relationships. This study contributes to the existing sales and management literature by enhancing our understanding of how to reduce salespeople turnover intention. Specifically, it underlines the role of CSR practices in reducing those intentionsThis research was funded by Galician Plan for Research, Innovation and Growth (Plan I2C) of the Xunta de Galicia (Consellería de Cultura, Educación y Ordenación Universitaria)S

Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario

Drawing on the Job Demand-Resources (JD-R) theory, the present study investigates the underlying mechanisms through which capability control, a type of behavior-based control, influences salesperson turnover. Using a sample of 145 industrial salesperson–supervisor dyads from different industries, this study's findings reveal that capability control contributes to decreasing salesperson turnover intentions, both directly and indirectly. Specifically, management capability control reduces work overload and increases work meaning, thus lowering salesperson turnover intention. The findings also confirm that these effects are contingent on the complexity of a product. When product complexity is low, capability control increases work overload and decreases work meaning, which has a positive effect on salesperson turnover intention. This study discusses these findings' theoretical and managerial implicationsS

Sub-national consumer ethnocentrism and the importance of the origin of food products: An exploratory analysis

Purpose This study’s main objective is to analyse the role of the consumer’s ethnocentrism as a potential segmentation basis and to detect product origin-sensitive groups. The relationship between the consumer’s regional ethnocentrism, local and regional identity and corresponding valuation and purchase of food products from a region is also examined. Design/methodology/approach The responses of 358 consumers residing in two Spanish regions are analysed by means of a mediation analysis and a cluster analysis. Findings The results suggest the convenience of considering ethnocentric consumer tendencies, also at the regional level, when studying attitudes, valuation, information search and effective purchase of foods of diverse categories and origins. Originality The main contributions of this work derive from the assessment of consumer ethnocentrism at a sub-national level (which is much less present in the literature) and the evidence of its usefulness for segmenting the market and detecting groups of origin-sensitive consumers, which can be useful to companies that produce and market food products in different regions.publishe

Fostering creative selling through ethics. An emotion-based approach

Research on salesperson creativity remains as one of the most under-researched topics in the sales literature despite the evidence that encouraging creativity in the sales domain is a source of competitive advantage. This paper aims to fill this research gap by exploring the influence of perceived ethical climate on salesperson creative performance, paying special attention to the role that emotions play in this process. Data provided by 176 supervisor–salesperson dyads confirm that the trust/responsibility dimension of an ethical climate is positively related to salesperson creative selling by increasing salespeople's organizational pride. Similarly, the perception of unethical selling practices negatively affects salesperson organizational pride, reducing the expression of creative behaviors. Moreover, the negative effect of unethical selling practices on creative performance is stronger (more negative) when salespeople's identification with an organization increases. Managerial implications and future research directions are also addressed

Data to model the influence of CSR on consumer behaviors : a process approach

The aim of this research is to present inferential statistical data on the influence of Corporate Social Responsibility (CSR) perceptions on consumer advocacy behaviors, and to consider when and how that relationship occurs. Data was provided by 252 customers of a food company located in Spain. Structural equation modeling was used to analyze the psychometric proprieties of the measurement scales and to test the proposed direct hypotheses; conditional process analysis was used to test the proposed mediation hypothesis. The data indicate that CSR practices positively influence consumer advocacy behaviors through consumer admiration e the higher the integrity, the stronger the effect. This article provides data related to “Corporate social responsibility and consumer advocacy behaviors: The importance of emotions and moral virtues”This publication has been funded with support from the Galician Plan for Research, Innovation and Growth (Plan I2C) of the Xunta de Galicia (Consellería de Cultura, Educación y Ordenación Universitaria)S

Liderazgo responsable, RSC y creatividad del vendedor

La creatividad es especialmente relevante entre los agentes de ventas. Sin embargo, el conocimiento de las variables que propician el comportamiento creativo por parte de los vendedores es todavía muy limitado. El propósito de este trabajo es contribuir a llenar parcialmente este vacío analizando la relación entre el liderazgo responsable, la responsabilidad social corporativa (RSC) y la creatividad de los vendedores. La información proporcionada por 176 pares supervisorvendedor pertenecientes a 96 empresas confirma que el liderazgo responsable está relacionado positivamente con la creatividad del vendedor de forma indirecta, a través de la percepción de RSC, la satisfacción y la identificación con la organización. Además, en el trabajo se identifican las principales implicaciones para la gestión de estos resultados y se plantean sugerencias para futuros estudios.Creativity is especially relevant among sales staff. However, knowledge of the variables that encourage creative behavior on the part of salespeople is still very limited. The purpose of this paper is to contribute to partially fill this gap by analyzing the relationship between responsible leadership, corporate social responsibility (CSR) and salespeople´s creativity. The information provided by 176 supervisor-salesperson pairs belonging to 96 companies confirms that responsible leadership is positively related to the salesperson's creativity indirectly, through the perception of CSR, satisfaction and organizational identification. In addition, the paper identifies the main implications of these results for the management and it makes some suggestions for future studies

Competitiveness of Galician Firms in the Context of the Strategy of Lisbon

Texto dispoñible en galego e españolA situación actual de crise internacional está provocando a minoración da toma das decisións de carácter estratéxico que configurarán a futura contorna internacional nos seus aspectos económico e social. Neste traballo reflexiónase sobre elas e sobre os seus efectos potenciais. Pártese das propostas da Estratexia de Lisboa para avaliar a situación relativa de Galicia no primeiro mundo e os elementos que poden mellorala no futuro próximoLa situación actual de crisis internacional está provocando la ralentización de la toma de las decisiones de carácter estratégico que configurarán el futuro entorno internacional en sus aspectos económico y social. En este trabajo se reflexiona sobre ellas y sobre sus efectos potenciales. Se parte de las propuestas de la Estrategia de Lisboa para evaluar la situación relativa de Galicia en el primer mundo y los elementos que pueden mejorarla en el futuro próximoThe international crisis is slowing down the strategic decision making about the economic and social future. This work is a discussion about their potential effects in Galician firms competitivenessS

Responsible leadership and salespeople’s creativity : the mediating effects of CSR perceptions

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 subordinatesThis research was funded by Galician Plan for Research, Innovation and Growth (Plan I2C) of the Xunta de Galicia (Consellería de Cultura, Educación e Ordenación Universitaria, Xunta de Galicia)S