Thought self-leadership strategies and sales performance: integrating selling skills and adaptive selling behavior as missing links

2017 ◽  
Vol 32 (5) ◽  
pp. 652-663 ◽  
Author(s):  
Rakesh Singh ◽  
Narendra Kumar ◽  
Sandeep Puri
Keyword(s):  
Self Efficacy ◽  
Structural Equation ◽  
Sales Performance ◽  
Sales Force ◽  
Equation Model ◽  
Content Type ◽  
Adaptive Selling ◽  
Individual Level ◽  
Adaptive Selling Behavior ◽  
The Individual

Purpose This study aims to address the need to study salespersons’ thought self-leadership (TSL) and its effectiveness through the interplay of self-efficacy, skills and behavior at the individual level. It also advances the agenda of integrating self-leadership into marketing literature. Design/methodology/approach A model was tested using survey data collected from salespeople within pharmaceutical companies located in India and other Asian countries. A structural equation model was used to test the hypotheses. Findings The results suggest an interesting interplay between a salesperson’s TSL and his/her sales performance. The results also demonstrate the relationship between TSL and self-efficacy and the mediation mechanism through which self-efficacy influences sales performance. Results support the role of TSL as a distal predictor of performance and delineate the complexity of the mediation mechanism through theoretical grounding and empirical evidence. Research limitations/implications The research suggests that a salesperson’s TSL relates positively with the sales performance through three process variables; self-efficacy, selling skills and adaptive selling behavior. The results should encourage managers to leverage salesperson’s TSL strategies to build a self-leading sales force and optimize supervision cost. Moreover, training the sales force for enhanced TSL has immediate payoffs in terms of increased selling effectiveness. The study also discusses theoretical implications. Originality/value By examining TSL in the sales context, the study makes an original contribution to the extant literature. The results of the study enrich the extant information on self-leadership and sales performance linkages by suggesting a mediation mechanism and proposing an integrated framework with selling skills and adaptive selling behavior.

The impact of salesperson customer orientation on sales performance via mediating mechanism

2015 ◽  
Vol 30 (5) ◽  
pp. 594-607 ◽  
Author(s):  
Rakesh Singh ◽  
Pingali Venugopal
Keyword(s):  
Emotion Regulation ◽  
Structural Equation ◽  
Customer Orientation ◽  
Sales Performance ◽  
Sales Force ◽  
Future Research ◽  
Content Type ◽  
Individual Level ◽  
Natural Rewards ◽  
The Impact

Purpose – This study aims to address the need to study salesperson’s customer orientation and its effectiveness to explain the efficacy of predispositions and skills at individual level. This study is set in the Indian context and, therefore, offers a detailed insight from an Indian sales force perspective. Also, this study introduces self-leadership into sales literature. Design/methodology/approach – A model was tested using survey data collected from salespeople within a print media company located in India. A structural equation model was used to test the hypotheses. Findings – The results suggest an interesting interplay between salesperson’s customer orientation and his/her sales performance. The relationship between customer orientation is fully mediated by salesperson’s emotion regulation ability and his/her salesmanship skills. Results support the role of natural rewards strategies as driver of individual level customer orientation which will be of great interest in future research in this area. Research limitations/implications – The research suggests that a salesperson’s customer orientation relates positively with sales performance through two process variables – emotion regulation and salesmanship skills. Within an Indian sales force, individual salesperson’s customer orientation is significantly influenced by his/her natural rewards strategies which have important implication for sales force recruitment. Moreover, sales training and other interventions targeted toward building salesmanship skills and emotion regulation abilities may actually enhance effectiveness of customer-oriented sales force. Theoretical and managerial applications are also discussed. Originality/value – This study extends the literature through its examination of an Indian sales force, the incorporation of self-leadership construct (natural rewards strategies) and its argument for an alternative approach toward salesperson’s customer orientation effectiveness.

Linking improvisational behavior, adaptive selling behavior and sales performance

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Peerayuth Charoensukmongkol ◽  
Pornprom Suthatorn
Keyword(s):  
Causal Effect ◽  
Sales Performance ◽  
Sales Force ◽  
Self Report ◽  
Equation Modeling ◽  
Product Knowledge ◽  
Content Type ◽  
Adaptive Selling ◽  
Adaptive Selling Behavior ◽  
The Relationship

PurposeThis research examined the relationships between improvisational behavior, adaptive selling behavior and sales performance of direct sellers in Thailand. This research also investigated whether these relationships are moderated by the degree of challenge orientation and sellers' knowledge about the products.Design/methodology/approachThe data were collected through a survey with sellers from a subsidiary of a multinational corporation located in Bangkok, Thailand (n = 172). Partial least squares–structural equation modeling was used to analyze the data.FindingsResults from data analysis revealed positive relationships between improvisational behavior, adaptive selling behavior and sales performance. The relationship between improvisational behavior and adaptive selling behavior, as well as the relationship between adaptive selling behavior and sales performance, significantly depended on the degree of challenge orientation and the sellers' knowledge about the products.Research limitations/implicationsThe data were collected using self-report measures; the sample was sellers from a single sales organization, and cross-sectional data were used for the analysis. Overall, this study is the exploratory research that does not intend to prove the causal effect of improvisational behavior, but rather to provide new insight on some conditional factors that influence its effectiveness.Practical implicationsIt is essential for sales organizations to ensure that their sales force has adequate improvisational skills to handle sales adaptations effectively during unexpected sales situations. Some training may be offered to the sales force to develop these imperative improvisational skills.Originality/valueThe results regarding the moderating effect of challenge orientation and product knowledge provided additional insight to prior research about the potential conditions that influence the effectiveness of improvisational behavior and adaptive selling behaviors.

Impacts of architectural education on entrepreneurial intention: a case study of senior architects from six universities in Turkey

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Zeynep Yeşim İlerisoy ◽  
Ali Aycı ◽  
Hilal Aycı ◽  
Esra Betül Kınacı
Keyword(s):  
Self Efficacy ◽  
Structural Equation ◽  
Entrepreneurial Intention ◽  
Equation Model ◽  
Learning Motivation ◽  
Architectural Education ◽  
Entrepreneurial Intentions ◽  
Architecture Education ◽  
Content Type ◽  
Entrepreneurial Intent

PurposeThe aim of the study is to investigate whether architectural education has a positive attitude toward entrepreneurship and it encourages to have management skills. The hypothesis is based on the fact that core courses in architectural education have an impact on individuals' entrepreneurial intentions.Design/methodology/approachThe correlation of design, construction and technology courses with entrepreneurship intentions, namely, learning motivation, a motivation on innovation, a progressive attitude and self-efficacy as an outcome, was investigated in senior-year students of architecture enrolled in six universities of Turkey. The data collected were analyzed through the structural equation model, which mainly focuses on the causal relationships between chosen variables.FindingsThe initial outcome is that learning motivation, attitude and self-efficacy through design courses have an effect on entrepreneurship. However, contrary to expectations, it was found that innovation does not have an effect on entrepreneurial intention. Furthermore, while innovation, attitude and self-efficacy through construction courses have an impact on entrepreneurial intent, learning motivation does not. Finally, it was revealed that attitude, self-efficacy, innovation and learning motivation affect entrepreneurial intention through technology courses.Originality/valueEntrepreneurship skills are generally considered within the field of interest by business schools. Even though there exist some studies into entrepreneurial architecture education, they are few in numbers, and they usually evaluate the problem mainly through a qualitative research. This study could be regarded as a different research in terms of its traditional perspective, and it investigates the role of entrepreneurial intent in a “technical” discipline such as architecture.

The individual side of ambidexterity

2019 ◽  
Vol 41 (3) ◽  
pp. 592-613 ◽  
Author(s):  
Andrés Salas Vallina ◽  
Maria D. Moreno-Luzon ◽  
Anna Ferrer-Franco
Keyword(s):  
Structural Equation ◽  
Public Hospitals ◽  
Equation Modeling ◽  
Exploration And Exploitation ◽  
Cross Sectional ◽  
Learning Capability ◽  
Content Type ◽  
Individual Level ◽  
The Individual ◽  
The Relationship

PurposeThe purpose of this paper is twofold: first, to examine whether inspirational leadership of heads of specialized medical units is related to individual ambidexterity of their dependent physicians; and second, to study the possible mediating role of organizational learning capability (OLC) in the relationship between inspirational leadership and individual ambidexterity.Design/methodology/approachStructural equation modeling was used on a sample of 194 medical specialists from Spanish public hospitals.FindingsResults show that inspirational leadership is positively related to individual ambidexterity among healthcare physicians. In addition, the results of the study revealed that the relationship between inspirational leadership and individual ambidexterity is mediated by conditions that facilitate learning, namely, OLC.Research limitations/implicationsThis study uses cross-sectional data, which do not guarantee causality relationships among the examined variables.Practical implicationsThe results of this paper suggest first that heads of healthcare units should inspire followers to achieve both exploration and exploitation. Second, it is also necessary to consider that inspirational leaders promote those conditions that facilitate learning, which should be particularly taken into account to enhance both physician’s exploration and exploitation.Originality/valueIn stressing an evident gap in the relationship between leadership and ambidexterity at the individual level, this paper attempts to advance in the leadership literature by revealing how the action or power of moving the intellect or emotions, and enhancing enthusiasm and confidence, empowers physicians to both explore and exploit knowledge. The results also indicate that the inspiration transmitted by the heads of medical services, facilitate physician’s perceived learning conditions which, in turn, fosters their individual ambidexterity.

The impact of authentic leadership on individual and team creativity: a multilevel perspective

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Shen Lei ◽  
Cuijuan Qin ◽  
Muhammad Ali ◽  
Susan Freeman ◽  
Zheng Shi-Jie
Keyword(s):  
Self Efficacy ◽  
Authentic Leadership ◽  
Yangtze River Delta ◽  
Creative Industry ◽  
Team Creativity ◽  
Content Type ◽  
Individual Level ◽  
The Individual ◽  
Creative Self ◽  
The Impact

PurposeThe purpose of this study is to develop and test a multilevel conceptual model which explains how authentic leadership (AL), through an innovative team atmosphere and promotion of self-efficacy, influences creativity. The study delineates two pathways from AL to creativity. The first pathway is an indirect effect through an innovative atmosphere at the team level and self-efficacy at the individual level, while the second pathway focuses on the moderating effect of AL between self-efficacy and individual creativity.Design/methodology/approachData were collected from 58 team leaders and 283 employees in a creative industry park in the Yangtze River Delta region from China. Path analysis was conducted to test the proposed hypotheses using the statistical package M-plus (v. 7).FindingsThe results reveal that AL is an important antecedent of creativity. Furthermore, an innovation-based atmosphere at the team level mediates the theorized relationship between AL and individual creativity. However, creative self-efficacy at the individual level does not mediate this relationship. Finally, the study found that AL moderates the relationship between creative self-efficacy and individual creativity.Originality/valueThe implications of this study highlight important considerations for enterprises in creative industry parks within and beyond China. This study provides industry leaders with a clearer and more insightful and coherent means of understanding the mediating mechanism between AL and creativity, and the moderating effects of AL between individual self-efficacy and creativity through a new linkage model.

Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Fortune Edem Amenuvor ◽  
Ho-Taek Yi ◽  
Henry Boateng
Keyword(s):  
Customer Loyalty ◽  
Structural Equation ◽  
Design Methodology ◽  
Equation Modeling ◽  
Dyadic Data ◽  
Content Type ◽  
Adaptive Selling ◽  
Cosmetic Industry ◽  
Adaptive Selling Behavior ◽  
Customer Outcomes

PurposeThis paper aims to assess the effect of adaptive selling behavior on customer outcomes, mutual outcomes and salesperson outcomes.Design/methodology/approachThe respondents were salespeople and customers in selected door-to-door cosmetics companies in South Korea. A questionnaire was used to collect the data. Structural equation modeling was used to analyze the data in this study.FindingsFindings show that adaptive selling behavior positively affects customer satisfaction, customer loyalty, sales performance, job satisfaction and relationship quality. These findings suggest that adaptive selling is crucial for the firm's survival depending on the industry and the product. Additionally, unlike previous studies, the authors use salespeople's self-reporting responses and customer-reporting of salespeople, which further enhances the richness and uniqueness of the results.Originality/valueStudies investigating mutual outcomes of adaptive selling behavior are scarce. The study also emphasizes that adaptive selling behavior enhances salesperson outcomes and customer outcomes and primarily uses dyadic data between door-to-door salespeople and their customers, which is not very common.

The influence of sales force technology use on outcome performance

2015 ◽  
Vol 30 (6) ◽  
pp. 771-783 ◽  
Author(s):  
Sergio Román ◽  
Rocío Rodríguez
Keyword(s):  
Technology Use ◽  
Self Efficacy ◽  
Structural Equation ◽  
Personal Selling ◽  
Sales Force ◽  
Equation Modeling ◽  
Content Type ◽  
And Performance ◽  
Selling Process ◽  
Outcome Performance

Purpose – This paper aims to examine whether and how sales technology (ST) use helps salespeople perform better through the modification of their customer-qualification skills and customer-oriented selling behaviors. Also, the moderating role of salespeople’s technology self-efficacy is analyzed. Technological advancements have become an integral part of the personal selling process, yet the relationship between salesperson’s technology use and salesperson performance remains primarily unsubstantiated. Design/methodology/approach – Data are collected from a diverse sample of 265 salespeople across different industries. Hypotheses are tested with structural equation modeling. Findings – The results indicate that a salesperson’s customer-qualification skills and customer-oriented selling fully mediate the effect of technology use on outcome performance. In addition, salespeople high in technology self-efficacy seem to get the most out of their technology use. More specifically, the influence of technology use on customer-qualification skills and customer-oriented selling is stronger for salespeople with high rather than low self-efficacy. Interestingly, technology use only increases performance for salespeople with high self-efficacy. Originality/value – Prior evidence on the consequences of ST on performance is not conclusive. The study adds value to both managers and scholars providing new insights of the link between technology use and performance and its underlying mediating and moderating processes. Without an understanding of the ST-performance relationship, sales managers may increase ST costs but decrease potential returns.

Sexual harassment and customer-oriented boundary-spanning behaviors

2020 ◽  
Vol 32 (1) ◽  
pp. 3-19 ◽  
Author(s):  
Hyo Sun Jung ◽  
Hye Hyun Yoon
Keyword(s):  
Sexual Harassment ◽  
Structural Equation ◽  
Group Analysis ◽  
Boundary Spanning ◽  
Equation Model ◽  
Moderating Effect ◽  
Working Environment ◽  
Content Type ◽  
Institutional Control ◽  
The Individual

Purpose The purpose of this study is to evaluate the recognition of sexual harassment (SH); to describe the relationships among SH, employees’ burnout, customer-oriented boundary-spanning behaviors (COBSB); and to verify the moderating effect of employees’ psychological safety (PS), all within deluxe hotels in South Korea. Design/methodology/approach Prior to verifying the hypotheses, reliability and confirmatory factor analysis were managed, and correlation analysis was used to confirm the directionality between the hypotheses. The hypotheses were analyzed using a structural equation model and multi-group analysis was used to analyze the moderating effect. Findings Perceived SH was significantly related to employees’ burnout and COBSB. Also, the employees’ burnout was significantly related to COBSB. The moderating effect was significant; low PS greatly increased relative to the effects of SH on COBSB. Originality/value All types of companies consider unethical behaviors, such as SH in the workplace, as crucial problems that degrade the individual quality of life, and some firms have devised active measures to prevent and relieve damages. Companies should implement employee-centered policies that enable employees, the victims, to formally report and testify to what they have suffered from without revenge from their assailants. All the factors that contribute to the institutional control of SH within the working environment should be taken into consideration, and strict standards should be applied on a company level by criminalizing such behaviors. Employees should be trained on how to effectively cope with diverse types of SH.

Entrepreneurial self-efficacy and a student's predisposition to choose an entrepreneurial career path: the role of self-perceived employability

2020 ◽  
Vol 62 (5) ◽  
pp. 559-580
Author(s):  
B.N. Neneh
Keyword(s):  
South African ◽  
Undergraduate Students ◽  
Self Efficacy ◽  
Structural Equation ◽  
Career Path ◽  
Equation Model ◽  
Full Time ◽  
Content Type ◽  
Perceived Employability ◽  
Alternative Measures

PurposeThe purpose of this paper is to examine how entrepreneurial self-efficacy (ESE) and self-perceived employability (SPE) affect students' choice of an entrepreneurial career path.Design/methodology/approachA survey approach was used to gather data from 274 final year undergraduate students at a South African university. The study made use of partial least squares (PLS) structural equation model (SEM) analyses to test the hypothesized associations.FindingsESE was positively associated with the intention to engage in both a full-time and a hybrid entrepreneurial career path. Also, SPE was positively associated with the intention to engage in hybrid entrepreneurship but negatively associated with engaging in full-time entrepreneurship. Additionally, the effect of ESE on the intention to engage in hybrid entrepreneurship was significantly moderated by SPE, such that the effect was more pronounced for students with a high SPE.Research limitations/implicationsData were gathered only from one South African university and as such there is a need for similar studies to improve the generalizability of the findings. Also, the measures for ESE and SPE used in the present study are not the only ones available. Thus, future studies are encouraged to use alternative measures to further assess the robustness of the proposed associations.Originality/valueThe arguments and the subsequent findings of this study indicate a new line of convergence for the popular but disjointed literature on ESE and SPE.

E-leadership: an empirical study of organizational leaders’ virtual communication adoption

2018 ◽  
Vol 39 (7) ◽  
pp. 826-843 ◽  
Author(s):  
Cheol Liu ◽  
David Ready ◽  
Alexandru Roman ◽  
Montgomery Van Wart ◽  
XiaoHu Wang ◽  
...  
Keyword(s):  
Structural Equation ◽  
Organizational Structures ◽  
Equation Modeling ◽  
Virtual Communication ◽  
Adoption Of Technology ◽  
Content Type ◽  
Individual Level ◽  
Antecedent Conditions ◽  
Use Of Technology ◽  
The Individual

PurposeEven though e-leadership was broadly defined in 2001 (Avolioet al.), there has been surprisingly little progress (Avolioet al., 2014). In order to make a better progress, the authors recommend dividing the field into four quadrants to facilitate the research focus. It can be divided by e-leadership phases (the adoption of technology phase vs the quality of use of technology phase), as well as the purposes (e-leadership as virtual communication vs e-leadership as management of organizational structures). The paper aims to discuss these issues.Design/methodology/approachThis study provides a model of e-leadership as communication adoption at the individual level (ECAMi). Structural equation modeling was used to test a previously published model by Van Wartet al.(2017a). The model included select traits and skills (as antecedent conditions), awareness of ICTs, evaluation of ICTs, willingness to expend effort in learning about ICTs, intention to use ICTs, and facilitating conditions.FindingsThe overall model demonstrates a good fit. It can be concluded that the ECAMirepresents a valid model for understanding e-leaders’ technological adoption. It is also found that while all select skills and traits are significant – energy, responsibility and analytical skills stand above the others.Originality/valueTo the best of the authors’ knowledge, this represents the first effort to operationalize e-leadership.

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