[go: up one dir, main page]
IDEAS home Printed from https://ideas.repec.org/a/sdo/regaec/v28y2019i3_4.html
   My bibliography  Save this article

Influence of ethical leadership and CSR perception on sales force performance

Author

Listed:
  • Castro-González, Sandra
  • Bande, Belén
Abstract
Despite the progressive increase in studies on corporate social responsibility (CSR), the study of its background and its influence on sales force attitudes and behaviors is still limited. This study contributes to filling this gap in organizational, sustainable, and sales literature by analyzing how the supervisor's exercise of ethical leadership can influence, through perception of CSR and job satisfaction,salespeople's performance. The results obtained from the conditional process analysis of a sample of 120 salespeople-supervisors confirm that ethical leadership is positively related to the salesperson's performance but through a mediating mechanism in which their perceptions of CSR and their job satisfaction intervene. In addition, the study also analyses the main implications for management and proposes future lines of study.

Suggested Citation

  • Castro-González, Sandra & Bande, Belén, 2019. "Influence of ethical leadership and CSR perception on sales force performance," Revista Galega de Economía, University of Santiago de Compostela. Faculty of Economics and Business., vol. 28(3), pages 55-72.
    • Handle: RePEc:sdo:regaec:v:28:y:2019:i:3_4
    as

    Download full text from publisher

    File URL: https://revistas.usc.gal/index.php/rge/article/view/5844
    Download Restriction: no
    ---><---

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sdo:regaec:v:28:y:2019:i:3_4. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Marisa Chas-Amil (email available below). General contact details of provider: https://edirc.repec.org/data/feusces.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.