Examining the Impact of Servant Leadership on Sales Force Performance

By Fernando Jaramillo, Douglas B. Grisaffe, L. Chonko, James A. Roberts. 2009

212 citations recorded by the source corpus.

Subfields: Management Information Systems, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/6383e5421be6068a952ccb36465c3a9102d88752

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In Management Information Systems

In Organizational Behavior and Human Resource Management

Citations in the corpus

A Systematic Literature Review of Servant Leadership Theory in Organizational Contexts (2012, methodology): “Servant leaders create these positive outcomes by developing trust while nurturing followers, which encourages the creativity, helping behaviors, and well-being of followers (Jaramillo et al. 2009a; Babakus et al. 2011; Rieke et al. 2008).”
The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance (2014, background): “Recent research shows that the influence of CO on salespeople’s job performance is mediated by adaptive selling (Jaramillo and Grisaffe 2009; Jaramillo et al. 2009).”
How and When Does Customer Orientation Influence Frontline Employee Job Outcomes? A Meta-Analytic Evaluation (2012, background): “As another example, Cross et al. (2007) and Jaramillo et al. (2009) study CO’s role among samples of predominantly businessto-business sales representatives.”
Examination of the Relationships Between Servant Leadership, Organizational Commitment, and Voice and Antisocial Behaviors (2015, background): “Regarding servant leadership specifically, research has essentially focused on the relationship with affective commitment, without considering other commitment components (e.g., Cerit 2010; Jaramillo et al. 2009a, b; Liden et al. 2008; van Dierendonck et al. 2014).”
How Servant Leadership Influences Organizational Citizenship Behavior: The Roles of LMX, Empowerment, and Proactive Personality (2017, methodology): “First, as highlighted in a review of the servant leadership literature (Parris and Welty Peachey 2013), it has been the most widely used and validated scale in prior research (Hunter et al. 2013; Jaramillo et al. 2009; Mayer et al. 2008; Miao et al. 2014; Neubert et al. 2008; Schneider and George 20”
Emotions and salesperson propensity to leave: The effects of emotional intelligence and resilience (2015, methodology): “This approach, which consists of adding a marker variable linked to all the exogenous variables in a model, has been previously used in sales research (e.g. Fang, Palmatier, & Evans, 2008; Jaramillo et al., 2009).”
Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance (2015, methodology): “Sales leadership can influence salesperson job performance (e.g., Mulki, Jaramillo, and Locander 2005) both directly and indirectly through factors such as job satisfaction, organizational commitment, role stress, selfesteem, motivation, and effort (cf. Jaramillo et al. 2009a).”
Servant Leadership: A systematic literature review—toward a model of antecedents and outcomes (2019, background): “…social exchange theory (Wu et al., 2013; Zou et al., 2015), Psychological Contract fulfillment (Panaccio et al., 2014), Communication exchange (Bakar and Mccann, 2016), commitment (Gau and Dierendonck, 2011; Jaramillo et al., 2009b; Miao et al., 2014), and creative behavior (Neubert et al., 2008).”
Servant leadership and ethics: a dyadic examination of supervisor behaviors and salesperson perceptions (2015, background): “In keeping with Jaramillo et al. (2009b) and other recent studies (e.g., Bande et al. 2015; Goh and Low 2014; Liden et al. 2014), servant leadership was treated as unidimensional.”
The Functions of a Servant Leader (2017, background): “Three studies showed that servant leadership had a direct impact on organisational commitment [7,11,12].”
Test of a mediation model of psychological capital among hotel salespeople (2017, background): “High employee turnover still remains a significant problem in various service industries, including the hospitality industry (Jaramillo et al., 2009b; Joung et al., 2015).”