Influencia do liderado ético e a percepción de RSC no desempeño da forza de vendas

• Sandra Castro-González ^[1] ; Belén Bande ^[1]
  1. [1] Universidade de Santiago de Compostela

     Universidade de Santiago de Compostela

     Santiago de Compostela, España

     
• Localización: Revista galega de economía: Publicación Interdisciplinar da Facultade de Ciencias Económicas e Empresariais, ISSN-e 2255-5951, ISSN 1132-2799, Vol. 28, Nº. 3, 2019, págs. 55-71
• Idioma: gallego
• DOI: 10.15304/rge.28.3.5844
• Títulos paralelos:
  • Influence of ethical leadership and CSR perception on sales force performance
  • Influencia del liderazgo ético y la percepción de RSC en el desempeño de la fuerza de ventas
• Enlaces
  • Texto completo (pdf)
  • Texto completo
• Dialnet Métricas: 3 Citas
• Resumen
  • español

    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

  • galego

    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

  • English

    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

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