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
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.
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“Servant leadership predicts a variety of service-related outcomes, including customer-first orientation, customer-focused citizenship, and customer value cocreation, which involve organization members transcending simple “customer service” to go above and beyond in their efforts to help customers (Chen, Zhu, & Zhou, 2015;Hsiao, Lee, & Chen, 2015;Jaramillo, Grisaffe, Chonko, & Roberts, 2009).”
From Taking Stock of Moral Approaches to Leadership: An Integrative Review of Ethical, Authentic, and Servant Leadership (2019) · cites this paper as Jaramillo, Grisaffe, Chonko, & Roberts, 2009
Citations
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Cited by
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Items 201–219 of 219
Conrad, D., & Bocârnea, M. C. (2022) · Springer eBooks · doi:10.1007/978-3-030-69802-7_34-1
Shin, J., & Yoo, J. (2022) · Journal of Channel and Retailing · doi:10.17657/jcr.2022.4.30.3
Servant Leadership and Frontline Outcomes
Jaramillo, F., Johnson, J. S., & Friend, S. B. (2022) · Springer eBooks · doi:10.1007/978-3-030-69802-7_30-1
Self-citationBragger, J. D., Alonso, N. A., Templeman, A., Tosto, P., Coulter, A., Steinhour, B., Williams, N., Sobel, D., & Lakusta, L. (2022) · Springer eBooks · doi:10.1007/978-3-030-69802-7_10-1
The Applied Strategic Model of Organic Profit for Brick-and-Mortar Retailing in India (SOPR-b)
Ganesha, H. R., & Aithal, P. S. (2022) · International Journal of Applied Engineering and Management Letters · doi:10.47992/ijaeml.2581.7000.0151
WITHDRAWN: How leaders influence the turnoverPreprint
Fiescho, T. (2023) · Research Square · doi:10.21203/rs.3.rs-2568753/v1
Servant Leadership and Its Relation to Ethics and Morality
Çelikdemir, D. Z. (2023) · Springer eBooks · doi:10.1007/978-3-031-01323-2_22
WITHDRAWN: How leaders influence the turnoverPreprint
(2023) · Research Square · doi:10.21203/rs.3.rs-2568753/v2
WITHDRAWN: Leadership and Employee’s TurnoverPreprint
(2023) · Research Square · doi:10.21203/rs.3.rs-2549250/v2
Baloch, N. I. (2023) · Administrative and Management Sciences Journal · doi:10.59365/amsj.1(2).2023.40
Servant Leadership and Project Success in NGOs: The Mediating Role of Team Identity and Team ClimatePreprint
Mombeuil, C., Diunugala, H. P., & Lissbird, J. (2023) · SSRN Electronic Journal · doi:10.2139/ssrn.4522302 · Cited by 1
The Effect of Abusive Supervision Climate on B2B Sales Performance: A Moderated Mediation Model
Daniel, M. (2023) · American Journal of Management · doi:10.33423/ajm.v23i3.6359 · Cited by 1
The Impact of Organizational Spirituality on Employee Well-Being Mediated by Servant Leadership
Winston, B. E., & Bocârnea, M. C. (2024) · Christian faith perspectives in leadership and business · doi:10.1007/978-3-031-51761-7_3
Evaluation of a Servant Leadership Intervention
Coetzer, M. F., Bussin, M. H. R., & Geldenhuys, M. (2025) · Administrative Sciences · doi:10.3390/admsci15110420
Schwepker, C. H., & Good, M. C. (2026) · Journal of Business and Industrial Marketing · doi:10.1108/jbim-08-2025-0748 · Cited by 2
Technology Adaptability and Job Ad Preference for Working with Automated Systems
Bok, S., Shum, J., & Lee, M. (2026) · Administrative Sciences · doi:10.3390/admsci16060285
Sheikh, A., & Mahmood, D. A. (2026) · Qlantic journal of social sciences. · doi:10.55737/qjss.vii-iii.26569
Phutela, A., & Mittal, E. (2026) · South Asian Journal of Management · doi:10.62206/sajm.33.2.2026.128-159
Metadata
- 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
- 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
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