Collectively crafting the sales job: linking charismatic leadership to sales teams’ performance

IF 3.3 3区管理学 Q1 INDUSTRIAL RELATIONS & LABOR

Personnel Review Pub Date : 2023-04-17 DOI:10.1108/pr-08-2020-0634

T. Luu

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引用次数: 2

Abstract

PurposeIrrespective of the importance of collective job crafting for team performance, its antecedents have not been fully comprehended. Drawing upon social cognitive theory, this study proposes that sales managers’ charismatic leadership interacts with collective proactive personality in predicting collective job crafting, which in turn influences sales teams’ customer relationship performance and financial performance.Design/methodology/approachData were collected from 481 sales employees and 64 sales managers from 64 sales departments of tour companies. These multi-source data were analyzed through structural equation modeling.FindingsThe findings revealed that charismatic leadership was positively associated with sales teams’ collective job crafting, which was in turn positively related to sales teams’ customer relationship performance and financial performance. Collective proactive personality negatively moderated the impact of charismatic leadership on collective job crafting.Originality/valueThis study advances the extant knowledge by identifying the role of collective job crafting in translating charismatic leadership into sales teams’ performance.

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共同打造销售工作:将魅力型领导与销售团队的表现联系起来

目的:尽管集体工作起草对团队绩效的重要性，但它的前身尚未得到充分理解。利用社会认知理论，本研究提出销售经理魅力型领导与集体主动性人格相互作用，预测集体工作制定，进而影响销售团队的客户关系绩效和财务绩效。设计/方法/方法数据收集自旅游公司64个销售部门的481名销售员工和64名销售经理。通过结构方程建模对多源数据进行分析。研究结果显示，魅力型领导与销售团队的集体工作制定呈正相关，而集体工作制定又与销售团队的客户关系绩效和财务绩效呈正相关。集体主动性人格负向调节魅力型领导对集体工作塑造的影响。原创性/价值本研究通过确定集体工作制作在将魅力型领导转化为销售团队绩效中的作用，推进了现有的知识。

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来源期刊

Personnel Review Multiple-

CiteScore

7.10

自引率

7.70%

发文量

133

期刊介绍： Personnel Review (PR) publishes rigorous, well written articles from a range of theoretical and methodological traditions. We value articles that have high originality and that engage with contemporary challenges to human resource management theory, policy and practice development. Research that highlights innovation and emerging issues in the field, and the medium- to long-term impact of HRM policy and practice, is especially welcome.