Invigorating the spirit of being adaptive: Examining the role of spiritual leadership in adaptive selling
Author
Abstract
Suggested Citation
DOI: 10.1016/j.jbusres.2024.114648
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Kuntz, Joana R. C. & Näswall, Katharina & Malinen, Sanna, 2016. "Resilient Employees in Resilient Organizations: Flourishing Beyond Adversity," Industrial and Organizational Psychology, Cambridge University Press, vol. 9(2), pages 456-462, June.
- Muhammad Khalid Anser & Shoaib Shafique & Muhammad Usman & Naeem Akhtar & Moazzam Ali, 2021. "Spiritual leadership and organizational citizenship behavior for the environment: An intervening and interactional analysis," Journal of Environmental Planning and Management, Taylor & Francis Journals, vol. 64(8), pages 1496-1514, June.
- Khalid, Adeel & Singh, Sanjay Kumar & Usman, Muhammad & Waqas, Muhammad & Ishizaka, Alessio, 2024. "Managerial latitude and adaptive selling: Important roles of salesperson perceived control and work centrality," Journal of Business Research, Elsevier, vol. 172(C).
- Tuan, Luu Trong & Ngan, Vu Thanh, 2021. "Leading ethically to shape service-oriented organizational citizenship behavior among tourism salespersons: Dual mediation paths and moderating role of service role identity," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
- Good, Megan C. & Schwepker, Charles H., 2022. "Business-to-business salespeople and political skill: Relationship building, deviance, and performance," Journal of Business Research, Elsevier, vol. 139(C), pages 32-43.
- Steven W. Bayighomog & Hüseyin Araslı, 2019. "Workplace spirituality – customer engagement Nexus: the mediated role of spiritual leadership on customer–oriented boundary–spanning behaviors," The Service Industries Journal, Taylor & Francis Journals, vol. 39(7-8), pages 637-661, June.
- Locander, David A. & Locander, Jennifer A. & Weinberg, Frankie J., 2020. "How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective," Journal of Business Research, Elsevier, vol. 118(C), pages 452-462.
- Jie Li & Gong Sun & Zhiming Cheng, 2017. "The Influence of Political Skill on Salespersons’ Work Outcomes: A Resource Perspective," Journal of Business Ethics, Springer, vol. 141(3), pages 551-562, March.
- Dave Bouckenooghe & Asma Zafar & Usman Raja, 2015. "How Ethical Leadership Shapes Employees’ Job Performance: The Mediating Roles of Goal Congruence and Psychological Capital," Journal of Business Ethics, Springer, vol. 129(2), pages 251-264, June.
- Valerie Good & Douglas E. Hughes & Alexander C. LaBrecque, 2021. "Understanding and motivating salesperson resilience," Marketing Letters, Springer, vol. 32(1), pages 33-45, March.
- Hsiang-Chih Hu & Shu-Hui Chuang & Shinyi Lin, 2021. "How Adaptive Selling Behavior Influences Performance: Complementary Roles of Salespeople Skills and Service Leadership," International Journal of Technology and Human Interaction (IJTHI), IGI Global, vol. 17(1), pages 75-89, January.
- Jonathon Halbesleben & Jean-Pierre Neveu & Samantha Paustian-Underdahl & Mina Westman, 2014. "Getting to the “COR”: Understanding the Role of Resources in Conservation of Resources Theory," Post-Print hal-02049109, HAL.
- Jean-Pierre Neveu & Stevan E. Hobfoll & Jonathon Halbesleben & M Westman, 2018. "Conservation of resources in the organizational context : the reality of resources and their consequences," Post-Print hal-02472360, HAL.
- Ryari, Hanaa & Alavi, Sascha & Wieseke, Jan, 2021. "Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships," Journal of Retailing, Elsevier, vol. 97(2), pages 217-237.
- Weihui Fu & Satish Deshpande, 2014. "The Impact of Caring Climate, Job Satisfaction, and Organizational Commitment on Job Performance of Employees in a China’s Insurance Company," Journal of Business Ethics, Springer, vol. 124(2), pages 339-349, October.
- Kwak, Hyokjin & Anderson, Rolph E. & Leigh, Thomas W. & Bonifield, Scott D., 2019. "Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction," Journal of Business Research, Elsevier, vol. 94(C), pages 42-55.
- Happy Paul & Umesh Kumar Bamel & Pooja Garg, 2016. "Employee Resilience and OCB: Mediating Effects of Organizational Commitment," Vikalpa: The Journal for Decision Makers, , vol. 41(4), pages 308-324, December.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Khalid, Adeel & Singh, Sanjay Kumar & Usman, Muhammad & Waqas, Muhammad & Ishizaka, Alessio, 2024. "Managerial latitude and adaptive selling: Important roles of salesperson perceived control and work centrality," Journal of Business Research, Elsevier, vol. 172(C).
- Wenjun Wu & Dengke Yu, 2023. "The role of individual perceptions in the completion of formalistic tasks," Palgrave Communications, Palgrave Macmillan, vol. 10(1), pages 1-13, December.
- Zhining Wang & Shuang Ren & Doren Chadee & Yuhang Chen, 2024. "Employee Ethical Silence Under Exploitative Leadership: The Roles of Work Meaningfulness and Moral Potency," Journal of Business Ethics, Springer, vol. 190(1), pages 59-76, February.
- Guangyi Xu & Jianji Zeng & Hongli Wang & Chen Qian & Xinran Gu, 2022. "How Transformational Leadership Motivates Employee Involvement: The Roles of Psychological Safety and Traditionality," SAGE Open, , vol. 12(1), pages 21582440211, February.
- Ross Gilbert, Jonathan & Krush, Michael T. & Trainor, Kevin J. & Wayment, Heidi A., 2022. "The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling," Journal of Business Research, Elsevier, vol. 150(C), pages 326-338.
- Émilie Lapointe & Christian Vandenberghe & Shea X. Fan, 2022. "Psychological contract breach and organizational cynicism and commitment among self-initiated expatriates vs. host country nationals in the Chinese and Malaysian transnational education sector," Asia Pacific Journal of Management, Springer, vol. 39(1), pages 319-342, March.
- Zhang, Xi & Wei, Xin & Zhang, Te & Tan, Yahe & Xu, Dongming & Ordóñez de Pablos, Patricia, 2023. "How platform-based internet hospital innovation affects doctors’ active stress coping efforts: The conservation of resource theory perspective," Technovation, Elsevier, vol. 121(C).
- Kalra, Ashish & Briggs, Elten & Schrock, Wyatt, 2023. "Exploring the synergistic role of ethical leadership and sales control systems on salesperson social media use and sales performance," Journal of Business Research, Elsevier, vol. 154(C).
- Saleh M. Bajaba & Abdulah M. Bajaba & Abdulrahman S. Basahal, 2021. "Can Powerful Boards Increase Firm Innovativeness When Faced with Exploitative CEOs?," International Journal of Business and Management, Canadian Center of Science and Education, vol. 15(11), pages 171-171, July.
- Eissa, Gabi, 2020. "Individual initiative and burnout as antecedents of employee expediency and the moderating role of conscientiousness," Journal of Business Research, Elsevier, vol. 110(C), pages 202-212.
- Sumera Arshad & Dr. Muhammad Nazim & Dr. Abdul Rasheed, 2024. "Navigating Knowledge Hiding: The Influence of Supervisee Job Based Psychological Ownership on Job Performance in Manufacturing Settings," Bulletin of Business and Economics (BBE), Research Foundation for Humanity (RFH), vol. 13(1), pages 617-627.
- Khaliq, Abdul & Waqas, Ali & Nisar, Qasim Ali & Haider, Shahbaz & Asghar, Zunaina, 2022. "Application of AI and robotics in hospitality sector: A resource gain and resource loss perspective," Technology in Society, Elsevier, vol. 68(C).
- Luu, Trong Tuan & Rowley, Chris & Vo, Thanh Thao, 2019. "Addressing employee diversity to foster their work engagement," Journal of Business Research, Elsevier, vol. 95(C), pages 303-315.
- Locander, David A. & Darrat, Mahmoud A. & Babin, Barry J., 2023. "Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes," Journal of Business Research, Elsevier, vol. 154(C).
- Yang Yang & Rui Yan & Yuting Gao & Feng Feng & Yan Meng, 2023. "Joint Efforts: Can We Succeed? Stimulating Organizational Citizenship Behaviors Through a Psychosocial Safety Climate," SAGE Open, , vol. 13(3), pages 21582440231, August.
- Capeau, Fanny & Valette-Florence, Pierre & Cova, Véronique, 2024. "A consumer demands-resources model of engagement: Theoretical and managerial contributions from a cross-validated predictive ability test procedure," Journal of Business Research, Elsevier, vol. 177(C).
- Hao Zhou & Xinyi Sheng & Yulin He & Xiaoye Qian, 2020. "Ethical Leadership as the Reliever of Frontline Service Employees’ Emotional Exhaustion: A Moderated Mediation Model," IJERPH, MDPI, vol. 17(3), pages 1-13, February.
- Li, Ying & Liu, Zhen & Qin, Kuiyuan & Cui, Jiayu & Zeng, Xiaoyu & Ji, Ming & Lan, Jijun & You, Xuqun & Li, Yuan, 2021. "Organizational trust and safety operation behavior in airline pilots: The mediating effects of organizational identification and organizational commitment," Journal of Air Transport Management, Elsevier, vol. 92(C).
- Alfredo Rodríguez-Muñoz & Gerardo Montes-Maroto & Mirko Antino & Francisco Gil-Rodríguez & Paula Ruíz-Zorrilla, 2021. "Mindful You, Relaxed and Beneficial Me: A Daily Diary Study of Coworker Dyads," Journal of Happiness Studies, Springer, vol. 22(2), pages 767-786, February.
- Wendian Shi & Feng Wang & Xiujun Li, 2021. "Depletion Effect of Work-Leisure Conflict: A Daily Diary Study," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 158(1), pages 297-317, November.
More about this item
Keywords
Adaptive selling; Spiritual leadership; Salesperson resilience; Political skill;All these keywords.
Statistics
Access and download statisticsCorrections
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:eee:jbrese:v:177:y:2024:i:c:s0148296324001528. 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.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with 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: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.