The effect of honest and humble leadership on salesperson customer orientation

Drawing on Leader-Member Exchange Theory, our study explores how salesperson perceptions of their leaders influence leader-salesperson relationship quality and ultimately salesperson outcomes, including customer orientation and performance. Extending prior research on sales leadership, our model pro...

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Veröffentlicht in:	Journal of business research 2021-06, Vol.130, p.49-58
Hauptverfasser:	Ryan Kirkland, Julia C., Edwards, Bryan D., Flaherty, Karen E.
Format:	Artikel
Sprache:	eng
Schlagworte:	Analysis Business schools Customer orientation Honesty-humility Mediation Sales leader Sales personnel Servant leadership
Online-Zugang:	Volltext
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