Influencia del liderazgo ético y la percepción de RSC en el desempeño de la fuerza de ventas
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A pesar del progresivo aumento de estudios sobre responsabilidad social corporativa (RSC), el estudio de sus antecedentes y de su influencia sobre las actitudes y comportamientos de la fuerza de ventas es todavía limitado. Este trabajo contribuye a llenar este vacío en la literatura organizativa, de comportamiento sostenible y de ventas mediante el análisis de cómo el ejercicio del liderazgo ético por parte del supervisor puede influir a través de la percepción responsabilidad social corporativa y la satisfacción laboral en el desempeño de los vendedores. Los resultados obtenidos del análisis mediante procesos condicionales de una muestra de 120 díadas de supervisores-vendedores confirman que el liderazgo ético está relacionado positivamente con el desempeño del vendedor, pero a través de un mecanismo mediador en el que intervienen sus percepciones de RSC y su satisfacción laboral. Además, el trabajo también analiza las principales implicaciones para la gestión y propone futuras líneas de estudio.
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