Influence of ethical leadership and CSR perception on sales force performance

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Published: 19-12-2019

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Sandra Castro-González
Universidade de Santiago de Compostela
Spain
https://orcid.org/0000-0002-8206-1776
Biography
Belén Bande
Universidade de Santiago de Compostela
Spain
Biography
Vol 28 No 3 (2019), Articles, pages 55-72
DOI: https://doi.org/10.15304/rge.28.3.5844
Submitted: 20-02-2019 Accepted: 11-07-2019 Published: 19-12-2019
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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.

Keywords:

Ethical leadership, Corporate social responsibility, Satisfaction, Performance, Salespeople.
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