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Will shared leadership engenders innovative work behaviors among salesmen toward improved performance?

Author

Listed:
  • Ayodele Oniku

    (Department of Business Administration, University of Lagos, Lagos, Nigeria.)

  • Kehinde Mokwenyei Anita

    (Lagos Business School, Lagos, Nigeria.)

Abstract

Studies have shown that issue of shared leadership is directly related to leadership style adopted in the organization, which is germane and strategic to teamwork to effectuate high business performance across industries. The study looks at the relationship between the different leadership styles and innovative work behaviors (IWBs) that would ultimately lead to improved performance in financial sector among sales team. Thus, the study examines the operational frameworks of the different leadership styles and the effects on IWBs vis-à-vis sales team work in the financial industry. The case of financial industry stems from the fact that operations are currently changing from arm-chair marketing to aggressive selling strategy to improve customer base and financial inclusion in the economy. The study found out that leadership styles—transformational leadership, individual empowering leadership (IEL), team empowering leadership, and participative leadership (PL) are very strategic to sales teamwork, but IEL and PL are more strategic and performance-enhancing to behaviorIWB in financial sector sales teamwork.

Suggested Citation

  • Ayodele Oniku & Kehinde Mokwenyei Anita, 2020. "Will shared leadership engenders innovative work behaviors among salesmen toward improved performance?," International Journal of Management and Economics, Warsaw School of Economics, Collegium of World Economy, vol. 56(3), pages 218-229, September.
    • Handle: RePEc:vrs:ijomae:v:56:y:2020:i:3:p:218-229:n:6
    DOI: 10.2478/ijme-2020-0020
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    References listed on IDEAS

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    1. Pascaline Dupas & Dean Karlan & Jonathan Robinson & Diego Ubfal, 2018. "Banking the Unbanked? Evidence from Three Countries," American Economic Journal: Applied Economics, American Economic Association, vol. 10(2), pages 257-297, April.
    2. Pascaline Dupas, Dean Karlan, Jonathan Robinson and Diego Ubfal, 2016. "Banking the Unbanked: Evidence from Three Countries - Working Paper 440," Working Papers 440, Center for Global Development.
    3. Veenendaal, Andre & Bondarouk, Tanya, 2015. "Perceptions of HRM and their effect on dimensions of innovative work behaviour: Evidence from a manufacturing firm," management revue. Socio-economic Studies, Rainer Hampp Verlag, vol. 26(2), pages 138-160.
    4. Maarten Vandewaerde & Wim Voordeckers & Frank Lambrechts & Yannick Bammens, 2011. "Board Team Leadership Revisited: A Conceptual Model of Shared Leadership in the Boardroom," Journal of Business Ethics, Springer, vol. 104(3), pages 403-420, December.
    5. Veenendaal, Andre & Bondarouk, Tanya, 2015. "Perceptions of HRM and their effect on dimensions of innovative work behaviour: Evidence from a manufacturing firm," management revue - Socio-Economic Studies, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 26(2), pages 138-160.
    6. Pascaline Dupas & Dean Karlan & Jonathan Robinson & Diego Ubfal, 2018. "Banking the Unbanked? Evidence from Three Countries," American Economic Journal: Applied Economics, American Economic Association, vol. 10(2), pages 257-297, April.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    shared leadership; transformational leadership; individual empowering leadership; team empowering leadership; participative leadership; innovative work behavior; sales force;
    All these keywords.

    JEL classification:

    • M3 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising

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