The DOI matches its Crossref record; 76 of the 76 references it cites were found in a registry or an index.
To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance.
Abstract
This research focuses on the impact of leadership empowerment behavior (LEB) on customer service satisfaction and sales performance, as mediated by salespeople's self-efficacy and adaptability. Moreover, the authors propose an interactive relationship whereby LEB will be differentially effective as a function of employees' empowerment readiness. The authors' hypotheses are tested using survey data from a sample of 231 salespeople in the pharmaceutical field, along with external ratings of satisfaction from 864 customers and archival sales performance information. Results indicated that contrary to popular belief, employees with low levels of product/industry knowledge and low experience benefit the most from leadership behaviors that are empowering, whereas high-knowledge and experienced employees reap no clear benefit. The authors conclude with directions for future research and application.
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
Citations
Cites
Podsakoff, P. M., MacKenzie, S. B., Lee, J.-Y., & Podsakoff, N. P. (2003) · Journal of Applied Psychology · doi:10.1037/0021-9010.88.5.879 · Cited by 82,194
Self-efficacy: The exercise of control
Bandura, A., Freeman, W. H., & Lightsey, R. (1999) · Journal of Cognitive Psychotherapy · doi:10.1891/0889-8391.13.2.158 · Cited by 46,835
Multiple regression: testing and interpreting interactions
(1992) · Choice Reviews Online · doi:10.5860/choice.29-3352 · Cited by 36,654
Comparative fit indexes in structural models.
Bentler, P. M. (1990) · Psychological Bulletin · doi:10.1037/0033-2909.107.2.238 · Cited by 25,266
Armstrong, J. S., & Georgoff, D. M. (1988) · International Journal of Forecasting · doi:10.1016/0169-2070(88)90019-2 · Cited by 17,894
A Paradigm for Developing Better Measures of Marketing Constructs
Churchill, G. A. (1979) · Journal of Marketing Research · doi:10.1177/002224377901600110 · Cited by 16,549
Social Foundations of Thought and Action
Bandura, A. (2002) · The Health Psychology Reader · doi:10.4135/9781446221129.n6 · Cited by 9,902
Structural model evaluation and modification: An interval estimation approach
Steiger, J. H. (1990) · Multivariate Behavioral Research · doi:10.1207/s15327906mbr2502_4 · Cited by 7,408 · cited 1×
“To gauge model fit, we report the comparative fit index (CFI; Bentler, 1990) and the root-mean-square error of approximation (RMSEA; Steiger, 1990).”
MethodPSYCHOLOGICAL, EMPOWERMENT IN THE WORKPLACE: DIMENSIONS, MEASUREMENT AND VALIDATION.
Spreitzer, G. M. (1995) · Academy of Management Journal · doi:10.2307/256865 · Cited by 7,383
DETERMINANTS OF INNOVATIVE BEHAVIOR: A PATH MODEL OF INDIVIDUAL INNOVATION IN THE WORKPLACE.
Scott, S. G., & Bruce, R. A. (1994) · Academy of Management Journal · doi:10.2307/256701 · Cited by 6,068
Cited by
Job Demands—Resources theory and self-regulation: New explanations and remedies for job burnout
Bakker, A. B., & de Vries, J. D. (2021) · Anxiety, Stress, & Coping · doi:10.1080/10615806.2020.1797695 · Cited by 1,131
“…(2018) investigated the impact of empowering leadership: the process where a leader transfers power from oneself to employees and gives employees strength to make their own decisions by providing additional responsibility, decision-making authority over work, and resources (Ahearne et al., 2005).”
BackgroundRandel, A. E., Galvin, B. M., Shore, L. M., Ehrhart, K. H., Chung, B. G., Dean, M. A., & Kedharnath, U. (2018) · Human Resource Management Review · doi:10.1016/j.hrmr.2017.07.002 · Cited by 955
A meta‐analytic investigation of the relationship between HRM bundles and firm performance
Subramony, M. (2009) · Human Resource Management · doi:10.1002/hrm.20315 · Cited by 734
Ou, A. Y., Tsui, A. S., Kinicki, A. J., Waldman, D. A., Xiao, Z., & Song, L. J. (2014) · Administrative Science Quarterly · doi:10.1177/0001839213520131 · Cited by 561
Self-Leadership: A Multilevel Review
Stewart, G. L., Courtright, S. H., & Manz, C. C. (2011) · Journal of Management · doi:10.1177/0149206310383911 · Cited by 423
Metadata
- Authors
- Ahearne, M., Mathieu, J., & Rapp, A.
- Venue
- Journal of Applied Psychology
- Published
- 2005
- Volume
- 90
- Issue
- 5
- Pages
- 945-955
- ISSN
- 0021-9010 (ISSN-L)
- 1939-1854
- OpenAlex
- W2060350788
- Cited by
- 1,254
- References
- 76
- FWCI
- 14.53
- Type
- journal article
- Language
- en
- Open access
- closed
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
How to cite
Cite CoChat for the checks on this page, and the paper for its own findings.
- This page
- CoChat. (2026). Citation check: To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. https://app.cochat.ai/papers/10.1037/0021-9010.90.5.945
- The paper
- Ahearne, M., Mathieu, J., & Rapp, A. (2005). To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. Journal of Applied Psychology. https://doi.org/10.1037/0021-9010.90.5.945
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
