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.
Overview
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
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?
In the citing paper
“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
Cites
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
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
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
Kirca, A. H., Jayachandran, S., & Bearden, W. O. (2005) · Journal of Marketing · doi:10.1509/jmkg.69.2.24.60761 · Cited by 2,182
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.
Cited by
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
Lemoine, G. J., Hartnell, C. A., & Leroy, H. (2019) · Academy of Management Annals · doi:10.5465/annals.2016.0121 · Cited by 614
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
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
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
