Cited by 219Job Satisfaction and Organizational BehaviorEmployee Performance and MotivationCustomer Service Quality and Loyalty

The DOI matches its Crossref record; 85 of the 85 references it cites were found in a registry or an index.

Examining the Impact of Servant Leadership on Sales Force Performance

Jaramillo, Fernando, Grisaffe, Douglas B., Chonko, Lawrence B., Roberts, James A.·2009·Journal of Personal Selling & Sales Management

DOI 10.2753/pss0885-3134290304

Open this paper in CoChat — free account

Abstract

Much has been written about the importance of focusing on customers to drive organizational success. In this paper, aspects of manager–salesperson relationships are examined as drivers of deeper customer focus in salesperson–customer interactions. In particular, managers’ servant leadership, a leadership style emphasizing genuine concern for subordinate welfare, is examined as a catalyst of parallel concern by salespeople for their customers. Salesperson perceptions of managers’ servant leadership empirically relate to salesperson customer orientation, in turn driving adaptive selling behaviors, customer-directed extra-role behaviors, and sales performance outcomes. Other results and implications for management and sales leadership research are presented.

Integrity signals

Registry

Crossref · 10.2753/pss0885-3134290304

Cites

85 of 85 references verified0 citation errors · 0 not checkable

Statistics

Recomputing p-values needs the paper’s full text.

Claims the paper makes

We couldn’t retrieve this paper’s full text, so its claims and self-check weren’t run. The registry and citation checks still apply.

Claims other papers make about this one

Each is checked against this paper’s own text: does it say what the citing paper says it does?

Evaluating structural equation models with unobservable variables and measurement error
Fornell, C., & Larcker, D. F. (1981) · Journal of Marketing Research · doi:10.1177/002224378101800104 · Cited by 109,190
Common method biases in behavioral research: A critical review of the literature and recommended remedies
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
Structural equation modeling in practice: A review and recommended two-step approach
Anderson, J. C., & Gerbing, D. W. (1988) · Psychological Bulletin · doi:10.1037/0033-2909.103.3.411 · Cited by 41,941
Organizational culture and leadership
(1993) · Long Range Planning · doi:10.1016/0024-6301(93)90120-5 · Cited by 16,530
The measurement and antecedents of affective, continuance and normative commitment to the organization
Allen, N. J., & Meyer, J. P. (1990) · Journal of Occupational Psychology · doi:10.1111/j.2044-8325.1990.tb00506.x · Cited by 11,917
An updated paradigm for scale development incorporating unidimensionality and its assessment
Gerbing, D. W., & Anderson, J. C. (1988) · Journal of Marketing Research · doi:10.1177/002224378802500207 · Cited by 6,293
Servant leadership: A journey into the nature of legitimate power and greatness
(1979) · Business Horizons · doi:10.1016/0007-6813(79)90092-2 · Cited by 4,096
The Predictive Validity of Multiple-Item versus Single-Item Measures of the Same Constructs
Bergkvist, L., & Rossiter, J. R. (2007) · Journal of Marketing Research · doi:10.1509/jmkr.44.2.175 · Cited by 3,107
A Path Goal Theory of Leader Effectiveness
House, R. J. (1971) · Administrative Science Quarterly · doi:10.2307/2391905 · Cited by 3,055
Market Orientation: A Meta-Analytic Review and Assessment of its Antecedents and Impact on Performance
Kirca, A. H., Jayachandran, S., & Bearden, W. O. (2005) · Journal of Marketing · doi:10.1509/jmkg.69.2.24.60761 · Cited by 2,182

Show all 85 references

Research works printed but not linked: 3

Fiedler, Fred E., and Martin M. Chemers (1984), Improving Leadership Effectiveness: The Leader Match Concept , 2d ed., New York: John Wiley & Sons.
Hair, Joseph F., Jr., William C. Black, Barry J. Babin, Rolph E. Anderson, and Ronald L. Tatham (2006), Multivariate Data Analysis , 6th ed., Upper Saddle River, NJ: Prentice Hall.
Yukl, Gary A. (2001), Leadership in Organizations , 5th ed., Upper Saddle River, NJ: Prentice Hall.

Sorted by citations

Servant Leadership: A Review and Synthesis
van Dierendonck, D. (2011) · Journal of Management · doi:10.1177/0149206310380462 · Cited by 2,218
Servant Leadership: A systematic review and call for future research
Eva, N., Robin, M., Sendjaya, S., van Dierendonck, D., & Liden, R. C. (2019) · The Leadership Quarterly · doi:10.1016/j.leaqua.2018.07.004 · Cited by 1,858
A systematic literature review of servant leadership theory in organizational contexts
Parris, D. L., & Peachey, J. W. (2013) · Journal of Business Ethics · doi:10.1007/s10551-012-1322-6 · Cited by 957
Taking Stock of Moral Approaches to Leadership: An Integrative Review of Ethical, Authentic, and Servant Leadership
Lemoine, G. J., Hartnell, C. A., & Leroy, H. (2019) · Academy of Management Annals · doi:10.5465/annals.2016.0121 · Cited by 614
Servant leaders inspire servant followers: Antecedents and outcomes for employees and the organization
Hunter, E. M., Neubert, M. J., Perry, S. J., Witt, L. A., Penney, L. M., & Weinberger, E. (2013) · The Leadership Quarterly · doi:10.1016/j.leaqua.2012.12.001 · Cited by 573
How Servant Leadership Influences Organizational Citizenship Behavior: The Roles of LMX, Empowerment, and Proactive Personality
Newman, A., Schwarz, G., Cooper, B., & Sendjaya, S. (2017) · Journal of Business Ethics · doi:10.1007/s10551-015-2827-6 · Cited by 552
How and When Does Customer Orientation Influence Frontline Employee Job Outcomes? A Meta-Analytic Evaluation
Zablah, A. R., Franke, G. R., Brown, T. J., & Bartholomew, D. E. (2012) · Journal of Marketing · doi:10.1509/jm.10.0231 · Cited by 423
Servant leadership: A meta-analytic examination of incremental contribution, moderation, and mediation
Lee, A., Lyubovnikova, J., Tian, A. W., & Knight, C. (2020) · Journal of Occupational and Organizational Psychology · doi:10.1111/joop.12265 · Cited by 347
The Functions of a Servant Leader
Coetzer, M. F., Bussin, M. H. R., & Geldenhuys, M. (2017) · Administrative Sciences · doi:10.3390/admsci7010005 · Cited by 305
Examination of the Relationships Between Servant Leadership, Organizational Commitment, and Voice and Antisocial Behaviors
Lapointe, É., & Vandenberghe, C. (2015) · Journal of Business Ethics · doi:10.1007/s10551-015-3002-9 · Cited by 254
Servant leadership and follower job performance: The mediating effect of public service motivation
SCHWARZ, G., NEWMAN, A., COOPER, B., & EVA, N. (2016) · Public Administration · doi:10.1111/padm.12266 · Cited by 201
Emotions and salesperson propensity to leave: The effects of emotional intelligence and resilience
Bande, B., Fernández-Ferrín, P., Varela, J. A., & Jaramillo, F. (2015) · Industrial Marketing Management · doi:10.1016/j.indmarman.2014.10.011 · Cited by 169
Self-citation
Using ethical leadership to reduce job stress and improve performance quality in the hospitality industry
Schwepker, C. H., & Dimitriou, C. K. (2021) · International Journal of Hospitality Management · doi:10.1016/j.ijhm.2021.102860 · Cited by 212
Servant Versus Authentic Leadership: Assessing Effectiveness in China’s Hospitality Industry
Ling, Q., Liu, F., & Wu, X. (2017) · Cornell Hospitality Quarterly · doi:10.1177/1938965516641515 · Cited by 168
Test of a mediation model of psychological capital among hotel salespeople
Bouzarı, M., & Karatepe, O. M. (2017) · International Journal of Contemporary Hospitality Management · doi:10.1108/ijchm-01-2016-0022 · Cited by 161
Exploring the relationship among servant leadership, intrinsic motivation and performance in an industrial sales setting
Bande, B., Fernández-Ferrín, P., Varela-Neira, C., & Otero-Neira, C. (2016) · Journal of Business & Industrial Marketing · doi:10.1108/jbim-03-2014-0046 · Cited by 139
Servant leadership and ethics: a dyadic examination of supervisor behaviors and salesperson perceptions
Jaramillo, F., Bande, B., & González, J. A. V. (2015) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2015.1010539 · Cited by 134
Self-citation
Servant leadership, employer brand perception, trust in leaders and turnover intentions: a sequential mediation model
Kashyap, V., & Rangnekar, S. (2014) · Review of Managerial Science · doi:10.1007/s11846-014-0152-6 · Cited by 115
Servant Leadership: A systematic literature review—toward a model of antecedents and outcomes
Langhof, J. G., & Güldenberg, S. (2019) · German Journal of Human Resource Management Zeitschrift für Personalforschung · doi:10.1177/2397002219869903 · Cited by 155
The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance
Goad, E. A., & Jaramillo, F. (2014) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2014.899471 · Cited by 120
Self-citation
Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance
Schwepker, C. H., & Schultz, R. J. (2015) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2015.1010537 · Cited by 105
The Effects of Leader–Member Exchange and Organizational Identification on Performance and Turnover Among Salespeople
DeConinck, J. B. (2011) · Journal of Personal Selling and Sales Management · doi:10.2753/pss0885-3134310102 · Cited by 107
Healing a Broken Spirit: Role of Servant Leadership
Jit, R., Sharma, C. S., & Kawatra, M. (2017) · Vikalpa The Journal for Decision Makers · doi:10.1177/0256090917703754 · Cited by 125
A Meta-Analysis of Frontline Employees’ Role Behavior and the Moderating Effects of National Culture
Schepers, J., & van der Borgh, M. (2020) · Journal of Service Research · doi:10.1177/1094670520918669 · Cited by 90
Impact of servant leadership on intrinsic and extrinsic job satisfaction
Alasadi, R., Muhammed, S., Abidi, O., & Dženopoljac, V. (2019) · Leadership & Organization Development Journal · doi:10.1108/lodj-09-2018-0337 · Cited by 119
Servant leadership and perceptions of service quality provided by front-line service workers in hotels in Turkey
Koyuncu, M., Burke, R. J., Astakhova, M. N., Eren, D., & Çetin, H. (2014) · International Journal of Contemporary Hospitality Management · doi:10.1108/ijchm-06-2013-0238 · Cited by 79
Social media usage: an investigation of B2B salespeople
Schultz, R. J., Schwepker, C. H., & Good, D. J. (2012) · American Journal of Business · doi:10.1108/19355181211274460 · Cited by 77
Motivating language as a mediator between servant leadership and employee outcomes
Gutierrez-Wirsching, S., Mayfield, J., Mayfield, M., & Wang, W. (2015) · Management Research Review · doi:10.1108/mrr-01-2014-0009 · Cited by 76
Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons
Herjanto, H., & Franklin, D. (2019) · Australasian Marketing Journal (AMJ) · doi:10.1016/j.ausmj.2018.12.001 · Cited by 89
Ethical leadership in the salesforce: effects on salesperson customer orientation, commitment to customer value and job stress
Schwepker, C. H., & Ingram, T. N. (2016) · Journal of Business and Industrial Marketing · doi:10.1108/jbim-07-2015-0136 · Cited by 73
The double-edged effects of emotional intelligence on the adaptive selling–salesperson-owned loyalty relationship
Chen, C.-C., & Jaramillo, F. (2014) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2013.870183 · Cited by 71
Self-citation
Contingent cross-selling and up-selling relationships with performance and job satisfaction: an MOA-theoretic examination
Johnson, J. S., & Friend, S. B. (2014) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2014.940962 · Cited by 73
Does Servant Leadership Promote Emotional Intelligence and Organizational Citizenship Behavior among Employees? A Structural Analysis
Kumari, K., Abbas, J., Hwang, J., & Cioca, L. (2022) · Sustainability · doi:10.3390/su14095231 · Cited by 87
Mirroring the Boss: Ethical Leadership, Emulation Intentions, and Salesperson Performance
Badrinarayanan, V. A., Ramachandran, I., & Madhavaram, S. (2018) · Journal of Business Ethics · doi:10.1007/s10551-018-3842-1 · Cited by 75
Servant leadership and follower voice: the roles of follower felt responsibility for constructive change and avoidance-approach motivation
Arain, G. A., Hameed, I., & Crawshaw, J. R. (2019) · European Journal of Work and Organizational Psychology · doi:10.1080/1359432x.2019.1609946 · Cited by 74
Servant Leadership and Creativity: A Study of the Sequential Mediating Roles of Psychological Safety and Employee Well-Being
Wang, W., Kang, S., & Choi, S. B. (2022) · Frontiers in Psychology · doi:10.3389/fpsyg.2021.807070 · Cited by 94
Servant leadership and job satisfaction within private healthcare practices
Farrington, S. M., & Lillah, R. (2018) · Leadership in health services · doi:10.1108/lhs-09-2017-0056 · Cited by 88
The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Guenzi, P., Baldauf, A., & Panagopoulos, N. G. (2014) · Industrial Marketing Management · doi:10.1016/j.indmarman.2014.04.014 · Cited by 62
Influencing the salesforce through perceived ethical leadership: the role of salesforce socialization and person–organization fit on salesperson ethics and performance
Schwepker, C. H. (2015) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2015.1106769 · Cited by 61
Serving first for the benefit of others: Preliminary evidence for a hierarchical conceptualization of servant leadership
Grisaffe, D. B., VanMeter, R., & Chonko, L. B. (2016) · Journal of Personal Selling & Sales Management · doi:10.1080/08853134.2016.1151303 · Cited by 79
Self-citation
Sales Quotas: Unintended Consequences on Trust in Organization, Customer-Oriented Selling, and Sales Performance
Schwepker, C. H., & Good, D. J. (2012) · The Journal of Marketing Theory and Practice · doi:10.2753/mtp1069-6679200406 · Cited by 55
Ethical Climate at the Frontline: A Meta-Analytic Evaluation
Friend, S. B., Jaramillo, F., & Johnson, J. S. (2020) · Journal of Service Research · doi:10.1177/1094670519898261 · Cited by 60
Self-citation
Salespersons’ empathy as a missing link in the customer orientation–loyalty chain: an investigation of drivers and age differences as a contingency
Gerlach, G. I., Rödiger, K., Stock, R., & Zacharias, N. A. (2016) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2016.1205446 · Cited by 56
Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended
Chawla, V., Lyngdoh, T., Guda, S., & Purani, K. (2020) · Journal of Business and Industrial Marketing · doi:10.1108/jbim-07-2019-0322 · Cited by 61
Creating strategic fit: Aligning servant leadership with organizational structure and strategy
Eva, N., Sendjaya, S., Prajogo, D., Cavanagh, A., & Robin, M. (2018) · Personnel Review · doi:10.1108/pr-03-2016-0064 · Cited by 63
Distinguishing Between the Roles of Customer-Oriented Selling and Adaptive Selling in Managing Dysfunctional Conflict in Buyer–Seller Relationships
Chakrabarty, S., Brown, G., & Widing, R. E. (2013) · Journal of Personal Selling and Sales Management · doi:10.2753/pss0885-3134330301 · Cited by 52
JPSSMsince the beginning: intellectual cornerstones, knowledge structure, and thematic developments
Schrock, W. A., Zhao, Y., Hughes, D. E., & Richards, K. A. (2016) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2016.1253019 · Cited by 52
Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance
Bolander, W., Satornino, C. B., Allen, A. M., Hochstein, B., & Dugan, R. G. (2019) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2019.1654391 · Cited by 53
An Exploratory Study of Social Media in Business-To-Business Selling: Salesperson Characteristics, Activities and Performance
Schultz, R. J., Schwepker, C. H., & Good, D. J. (2012) · Marketing Management Journal · doi:10.63963/001c.151056 · Cited by 50
Supervisory servant leadership and employee’s work role performance
Neira, M. D. C. O., Neira, C. V., & Bande, B. (2016) · Leadership & Organization Development Journal · doi:10.1108/lodj-11-2014-0230 · Cited by 57
Servant leadership: a new perspective to explore project leadership and team effectiveness
Bilal, A., Siddiquei, A. N., Asadullah, M. A., Awan, H. M., & Asmi, F. (2020) · International journal of organizational analysis · doi:10.1108/ijoa-12-2019-1975 · Cited by 63
Reducing salesperson job stress and unethical intent: The influence of leader-member exchange relationship, socialization and ethical ambiguity
Schwepker, C. H., & Good, M. C. (2017) · Industrial Marketing Management · doi:10.1016/j.indmarman.2017.08.008 · Cited by 49
Enhancing the lodging experience through ethical leadership
Dimitriou, C. K., & Schwepker, C. H. (2019) · International Journal of Contemporary Hospitality Management · doi:10.1108/ijchm-10-2017-0636 · Cited by 49
Improving online panel data usage in sales research
Johnson, J. S. (2015) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2015.1111611 · Cited by 48
Polychronicity and Scheduling’s Role in Reducing Role Stress and Enhancing Sales Performance
Fournier, C., Weeks, W. A., Blocker, C. P., & Chonko, L. B. (2013) · Journal of Personal Selling and Sales Management · doi:10.2753/pss0885-3134330204 · Cited by 47
Self-citation
The impact of servant leadership on employees attitudinal and behavioural outcomes
Brohi, N. A., Jantan, A. H., Qureshi, M. A., Jaffar, A. R. B., Ali, J., & Hamid, K. B. A. (2018) · Cogent Business & Management · doi:10.1080/23311975.2018.1542652 · Cited by 66
Organizational Servant Leadership
Pawar, A., Sudan, K., Satini, S., & Sunarsi, D. (2020) · International Journal of Educational Administration Management and Leadership · doi:10.51629/ijeamal.v1i2.8 · Cited by 50
Does “the servant as leader” translate into Chinese? A cross-cultural meta-analysis of servant leadership
Stein, A. M., Bell, C. M., & Min, Y. A. (2019) · European Journal of Work and Organizational Psychology · doi:10.1080/1359432x.2019.1703681 · Cited by 54
Tourism employee ambidexterity: The roles of servant leadership, job crafting, and perspective taking
Tuấn, L. T. (2022) · Journal of Hospitality and Tourism Management · doi:10.1016/j.jhtm.2022.02.019 · Cited by 51
Servant leadership in marketing: A critical review and a model of creativity-effects
Zarei, M., Supphellen, M., & Bagozzi, R. P. (2022) · Journal of Business Research · doi:10.1016/j.jbusres.2022.08.013 · Cited by 63
Understanding the effect of leadership styles on employee well-being through leader-member exchange
Das, S. S., & Pattanayak, S. (2022) · Current Psychology · doi:10.1007/s12144-022-03243-3 · Cited by 60
Servant Leadership, Proactive Work Behavior, and Performance Overall Rating: Testing a Multilevel Model of Moderated Mediation
González, J. A. V., Bande, B., Rio, M. D., & Jaramillo, F. (2019) · Journal of Business-to-Business Marketing · doi:10.1080/1051712x.2019.1603417 · Cited by 53
Self-citation
Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion
Bande, B., Jaramillo, F., Ferrín, P. F., & González, J. A. V. (2018) · Journal of Business Research · doi:10.1016/j.jbusres.2018.10.015 · Cited by 42
Self-citation
Servant leadership, distributive justice and commitment to customer value in the salesforce
Schwepker, C. H. (2016) · Journal of Business and Industrial Marketing · doi:10.1108/jbim-07-2014-0143 · Cited by 42
A qualitative study of leader behaviors perceived to enable salesperson performance
Peesker, K. M., Ryals, L. J., Rich, G. A., & Boehnke, S. E. (2019) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2019.1596816 · Cited by 42
Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships
Ryari, H., Alavi, S. H., & Wieseke, J. (2020) · Journal of Retailing · doi:10.1016/j.jretai.2020.05.005 · Cited by 45
Organizational performance with a broader focus: The case for a stakeholder approach to leadership
Lemoine, G. J., Eva, N., Meuser, J. D., & Falotico, P. (2020) · Business Horizons · doi:10.1016/j.bushor.2020.10.007 · Cited by 50
Psychological capital as a moderator in the relationship between job insecurity, job stress, and hotel employees' turnover intention during the Russia-Ukraine war
Ergün, G. S., Bozkurt, H. Ö., Arslan, E., Kendir, H., & Yayla, Ö. (2023) · International Journal of Hospitality Management · doi:10.1016/j.ijhm.2023.103475 · Cited by 40
The Relationship between Servant Leadership, Perceived Organizational Support, Performance, and Turnover among Business to Business Salespeople
DeConinck, J., & DeConinck, M. B. (2017) · Archives of Business Research · doi:10.14738/abr.510.3730 · Cited by 42
Business-to-business salespeople and political skill: Relationship building, deviance, and performance
Good, M. C., & Schwepker, C. H. (2021) · Journal of Business Research · doi:10.1016/j.jbusres.2021.09.035 · Cited by 40
New Strategies in the New Millennium: Servant Leadership As Enhancer of Service Climate and Customer Service Performance
Linuesa‐Langreo, J., Ruiz‐Palomino, P., & Elche-Hortelano, D. (2017) · Frontiers in Psychology · doi:10.3389/fpsyg.2017.00786 · Cited by 44
Examining the Effects of Servant Leadership on Life Satisfaction
Chughtai, A. A. (2017) · Applied Research in Quality of Life · doi:10.1007/s11482-017-9564-1 · Cited by 42
Are women business owners authentic servant leaders?
Sims, C. M., & Morris, L. R. (2018) · Gender in Management An International Journal · doi:10.1108/gm-01-2018-0003 · Cited by 39
Encouraging servant leadership: A qualitative study of how a cause-related sporting event inspires participants to serve
Parris, D. L., & Peachey, J. W. (2013) · Leadership · doi:10.1177/1742715012470675 · Cited by 42
Leader purposefulness within servant leadership: Examining the effect of servant leadership, leader follower-focus, leader goal-orientation, and leader purposefulness in a large U.S. healthcare organization
Irving, J., & Berndt, J. (2017) · Administrative Sciences · doi:10.3390/admsci7020010 · Cited by 36
Salesperson grit: reducing unethical behavior and job stress
Schwepker, C. H., & Good, M. C. (2021) · Journal of Business and Industrial Marketing · doi:10.1108/jbim-04-2021-0211 · Cited by 36
Strengthening Customer Value Development and Ethical Intent in the Salesforce: The Influence of Ethical Values Person–Organization Fit and Trust in Manager
Schwepker, C. H. (2018) · Journal of Business Ethics · doi:10.1007/s10551-018-3851-0 · Cited by 34
Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation
Conde, R., & Prybutok, V. R. (2020) · Journal of Business and Industrial Marketing · doi:10.1108/jbim-09-2019-0412 · Cited by 52
Moral minds: How and when does servant leadership influence employees to benefit multiple stakeholders?
Lemoine, G. J., Hartnell, C. A., Hora, S., & Watts, D. I. (2023) · Personnel Psychology · doi:10.1111/peps.12605 · Cited by 43
The Effects of Perceived Customer Dependence on Salesperson Influence Strategies
Chakrabarty, S., Brown, G., & Widing, R. E. (2010) · Journal of Personal Selling and Sales Management · doi:10.2753/pss0885-3134300403 · Cited by 33
Improving salespeople's trust in the organization, moral judgment and performance through transformational leadership
Schwepker, C. H., & Good, D. J. (2013) · Journal of Business and Industrial Marketing · doi:10.1108/jbim-06-2011-0077 · Cited by 38
Meta-analyses in sales research
Johnson, J. S., & Jaramillo, F. (2017) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2017.1286596 · Cited by 31
Self-citation
The role of manager leadership style in salesperson implementation of sales strategy: a contingency perspective
Inyang, A. E., Agnihotri, R., & Munoz, L. (2018) · Journal of Business and Industrial Marketing · doi:10.1108/jbim-09-2017-0230 · Cited by 32
Reducing service sabotage and improving employee commitment to service quality
Schwepker, C. H., Dimitriou, C. K., & McClure, T. (2019) · Journal of Services Marketing · doi:10.1108/jsm-01-2019-0009 · Cited by 32
Servant Leadership Effects on Salesperson Self-Efficacy, Performance, Job Satisfaction, and Turnover Intentions
Westbrook, K. W., & Peterson, R. M. (2022) · Journal of Business-to-Business Marketing · doi:10.1080/1051712x.2022.2068820 · Cited by 36
Effects of Servant Leadership Style on Hindrance Stressors, Burnout, Job Satisfaction, Turnover Intentions, and Individual Performance in a Nursing Unit
Westbrook, K. W., Nicol, D., Nicol, J. K., & Orr, D. T. (2022) · Journal of Health Management · doi:10.1177/09720634221128100 · Cited by 47
Manufacturing Motivation in the Mundane: Servant Leadership’s Influence on Employees’ Intrinsic Motivation and Performance
Hartnell, C. A., Christensen-Salem, A., Walumbwa, F. O., Stotler, D. J., Chiang, F. F. T., & Birtch, T. A. (2023) · Journal of Business Ethics · doi:10.1007/s10551-023-05330-2 · Cited by 56
Distinguishing Servant Leadership from Transactional and Transformational Leadership
Martinez, S.-A., & Leija, N. (2023) · Advances in Developing Human Resources · doi:10.1177/15234223231175845 · Cited by 63
Leading for multidimensional sport employee well-being: the role of servant leadership and teamwork
Swanson, S., Todd, S. Y., Inoue, Y., & Peachey, J. W. (2022) · Sport Management Review · doi:10.1080/14413523.2021.2014225 · Cited by 30
Reducing service sabotage: the influence of supervisor social undermining, job stress, turnover intention and ethical conflict
Schwepker, C. H., & Dimitriou, C. (2022) · Journal of Marketing Theory and Practice · doi:10.1080/10696679.2022.2080713 · Cited by 23
The Customer Orientation of Salesperson for Performance in Korean Market Case: A Relationship between Customer Orientation and Adaptive Selling
Yeo, C., Hur, C., & Ji, S.-G. (2019) · Sustainability · doi:10.3390/su11216115 · Cited by 27
Using Ethical Leadership to Improve Business-To-Business Salesperson Performance: The Mediating Roles of Trust in Manager and Ethical Ambiguity
Schwepker, C. H. (2019) · Journal of Business-to-Business Marketing · doi:10.1080/1051712x.2019.1603358 · Cited by 28
Professional sales coaching: an integrative review and research agenda
Badrinarayanan, V. A., Dixon, A. L., West, V. L., & Zank, G. M. (2015) · European Journal of Marketing · doi:10.1108/ejm-06-2014-0368 · Cited by 25
Influence of salesperson political skill: improving relationship building and reducing customer-directed deviance
Schwepker, C. H., & Good, M. C. (2021) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2020.1858844 · Cited by 26
Servant leadership and customer service performance: testing social learning and social exchange-informed motivational pathways
Aryee, S., Hsiung, H., Jo, H., Chuang, C., & Chiao, Y. (2023) · European Journal of Work and Organizational Psychology · doi:10.1080/1359432x.2023.2178905 · Cited by 31
Networking Behavior and Sales Performance: Examining Potential Gender Differences
Macintosh, G., & Krush, M. T. (2017) · The Journal of Marketing Theory and Practice · doi:10.1080/10696679.2016.1270770 · Cited by 25
A review of climate and culture research in selling and sales management
Gustafson, B. M., Pomirleanu, N., & Mariadoss, B. J. (2018) · Journal of Personal Selling and Sales Management · doi:10.1080/08853134.2018.1426992 · Cited by 21
Research streams, gaps and opportunities in servant leadership research
Zarei, M., Supphellen, M., & Bagozzi, R. P. (2023) · Leadership & Organization Development Journal · doi:10.1108/lodj-02-2023-0072 · Cited by 28
In search of clarity on servant leadership: domain specification and reconceptualization
VanMeter, R. A., Chonko, L. B., Grisaffe, D. B., & Goad, E. A. (2016) · AMS Review · doi:10.1007/s13162-016-0075-2 · Cited by 27
Self-citation
THE RELATIONSHIP BETWEEN SERVANT LEADERSHIP, PERCEIVED ORGANIZATIONAL SUPPORT, PERFORMANCE, AND TURNOVER AMONG BUSINESS TO BUSINESS SALESPEOPLE
(2018) · Global Journal of Management and Marketing · doi:10.47177/gjmm.02.01.2018.038 · Cited by 21

Authors: Jaramillo, F., Grisaffe, D. B., Chonko, L. B., & Roberts, J. A.
Affiliations: Baylor University (US)
ORCID: Jaramillo, Fernando
Venue: Journal of Personal Selling & Sales Management
Publisher: Informa UK Limited
Published: 2009-06
Volume: 29
Issue: 3
Pages: 257-275
ISSN: 0885-3134 (ISSN-L)
1557-7813
DOI: 10.2753/pss0885-3134290304
OpenAlex: W2021526009
Cited by: 219
References: 85
Citations by year: 2026: 5 · 2025: 5 · 2024: 10 · 2023: 21 · 2022: 23 · 2021: 11 · 2020: 17 · 2019: 19 · 2018: 19 · 2017: 20 · 2016: 20 · 2015: 11 · 2014: 12 · 2013: 11 · 2012: 8
FWCI: 8.86
Type: journal article
Language: en
Open access: closed
Locations: Journal of Personal Selling and Sales Management (publishedVersion)
Topics: Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Job Satisfaction and Organizational Behavior
Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Employee Performance and Motivation
Social Sciences › Business, Management and Accounting › Marketing › Customer Service Quality and Loyalty
Keywords: servant leadership, salesperson performance, customer orientation, salespeople, adaptive selling behavior, extra-role behavior, sales leadership

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

Examining the Impact of Servant Leadership on Sales Force Performance

Abstract

Overview

Integrity signals

Verification

Claims the paper makes

Claims other papers make about this one

Citations

Cites

Cited by

Related

Metadata

Record

About these checks