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The Effect of Transformational Leadership Style on Emotional Engagement of Salespersons and its Downstream Effect on Creative Performance: Role of Meaningfulness in Work

Author

Listed:
  • Faheem Ahmad Khan

    (Assistant Professor, Department of Management Sciences, COMSATS University Islamabad, Wah Cantt, Pakistan)

  • Tahir Saeed

    (Head of Department, Department of Leadership and Management Studies, National Defense University, Islamabad, Pakistan)

  • Muhammad Umer Quddoos

    (Assistant Professor, Department of Commerce, Bahauddin Zakariya University, Multan, Pakistan)

  • S.M. Ali Zaidi

    (MS Scholar, Department of Management Sciences, SZABIST, Islamabad, Pakistan Nishat Taslin Mohona
    Department of Banking and Insurance University of Chittagong, Bangladesh)

Abstract

Even though there is an immense level of research related to the effects of the transformational leadership style of managers, the role of meaningfulness in work as a mediator between this specific style and the emotional engagement of salespersons has yet to be cross-examined in previous literature. To understand how this mediating mechanism leads to emotional engagement, which ultimately leads to the creative performance of salespersons, we advanced a conceptual model using Social Exchange Theory (SET) and examined the data from a sample of 315 salespersons; results from the multivariate analysis show that the relationship between transformational leadership style and emotional engagement is partially mediated by salespersons’ perceptions of meaningfulness in work. The study also offers insights into one of the essential consequences, i.e., creative performance. The results also provide broad implications for managers and researchers in boosting emotional engagement and improving creative salespersons' performances. The study is one of the exceptional efforts to provide evidence regarding the role of meaning in work in the context of a relationship between transformational leadership style and the emotional engagement of salespersons.

Suggested Citation

  • Faheem Ahmad Khan & Tahir Saeed & Muhammad Umer Quddoos & S.M. Ali Zaidi, 2022. "The Effect of Transformational Leadership Style on Emotional Engagement of Salespersons and its Downstream Effect on Creative Performance: Role of Meaningfulness in Work," Journal of Policy Research (JPR), Research Foundation for Humanity (RFH), vol. 8(4), pages 163-172, December.
    • Handle: RePEc:rfh:jprjor:v:8:y:2022:i:4:p:173-185
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    References listed on IDEAS

    as
    1. Willy Bolander & Nawar N. Chaker & Alec Pappas & Daniel R. Bradbury, 2021. "Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory," Journal of the Academy of Marketing Science, Springer, vol. 49(3), pages 462-481, May.
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    5. Yangxin Wang & Dora C. Lau, 2022. "How and why job crafting influences creative performance? A resource allocation explanation of the curvilinear moderated relations," Asia Pacific Journal of Management, Springer, vol. 39(4), pages 1561-1587, December.
    6. Widya Nandini & Aurik Gustomo & Dedy Sushandoyo, 2022. "The Mechanism of an Individual’s Internal Process of Work Engagement, Active Learning and Adaptive Performance," Economies, MDPI, vol. 10(7), pages 1-15, July.
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    8. Willy Bolander & Nawar N. Chaker & Alec Pappas & Daniel R. Bradbury, 2021. "Correction to: Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory," Journal of the Academy of Marketing Science, Springer, vol. 49(6), pages 1267-1268, November.
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