55 research outputs found
The role of leadership in salespeople’s price negotiation behavior
Salespeople assume a key role in defending firms’ price levels in price negotiations with customers. The degree to which salespeople defend prices should critically depend upon their leaders’ influence. However, the influence of leadership on salespeople’s price defense behavior is barely understood, conceptually or empirically. Therefore, building on social learning theory, the authors propose that salespeople might adopt their leaders’ price defense behavior given a transformational leadership style. Furthermore, drawing on the contingency leadership perspective, the authors argue that this adoption fundamentally depends on three variables deduced from the motivation–ability–opportunity (MAO) framework, that is, salespeople’s learning motivation, negotiation efficacy, and perceived customer lenience. Results of a multi-level model using data from 92 salespeople and 264 salesperson–customer interactions confirm these predictions. The first to explore contingencies of salespeople’s adoption of their transformational leaders’ price negotiation behaviors, this study extends marketing theory and provides actionable guidance to practitioners
Assessing the Effects of Responsible Leadership and Ethical Conflict on Behavioral Intention
[[abstract]]This study develops a research model that elaborates how responsible leadership and ethical conflict influence employees from the perspectives of role theory and attachment theory. Its empirical results reveal that turnover intention indirectly relates to ethical conflict and responsible leadership via the mediating mechanisms of organizational identification and organizational uncertainty. At the same time, helping intention indirectly relates to ethical conflict and responsible leadership only through organizational identification. Finally, the managerial implications for international business and research limitations based on the empirical results are discussed.[[notice]]補正完
Comprometimento, satisfação e cooperação no trabalho: evidências da primazia dos aspectos morais e das normas de reciprocidade sobre o comportamento
Organization-Harm vs. Organization-Gain Ethical Issues: An Exploratory Examination of the Effects of Organizational Commitment
ethical decision making, organizational commitment, organizational-gain, organization-harm,
Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance
Managing New Salespeople’s Ethical Behaviors during Repetitive Failures: When Trying to Help Actually Hurts
Korean Workers’ Motivation Tools: Commitment and Incentive‐Based Motivation and Their Relative Impact on Behavioral Work Outcome
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