Contido principal do artigo

Sandra Castro-González
Universidade de Santiago de Compostela
España
https://orcid.org/0000-0002-8206-1776
Biografía
Belén Bande
Universidade de Santiago de Compostela
España
Biografía
Vol 28 No 3 (2019), Artigos, páxinas 55-72
DOI https://doi.org/10.15304/rge.28.3.5844
Recibido: 20-02-2019 Aceptado: 11-07-2019 Publicado: 19-12-2019
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A pesar do progresivo aumento de estudos sobre responsabilidade social corporativa (RSC), o estudo dos seus antecedentes e da súa influencia sobre as actitudes e comportamentos da forza de vendas aínda é limitado. Este traballo contribúe a encher este baleiro na literatura organizativa, de comportamento sostible e de vendas mediante a análise de como o exercicio do liderado ético por parte do supervisor pode influír a través da percepción da responsabilidade social corporativa (RSC) e da satisfacción laboral no desempeño dos vendedores. Os resultados obtidos da análise mediante procesos condicionais dunha mostra de 120 días de supervisores-vendedores confirman que o liderado ético está relacionado positivamente co desempeño do vendedor, pero a través dun mecanismo mediador no que interveñen as súas percepcións de RSC e a súa satisfacción laboral. Ademais, o estudo tamén analiza as principais implicacións para a xestión e propón futuras liñas de estudo.
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