How to cite this paper
Ahmad, B., Akbar, M., Asif, M & Nureen, N. (2021). An investigation of sales managers’ aggressiveness in B2B sales leadership: The sequential mediation model of emotional exhaustion and adaptive selling.Management Science Letters , 11(8), 2243-2254.
Refrences
Aquino, K., Galperin, B. L., & Bennett, R. J. (2004). Social status and aggressiveness as moderators of the relationship between interactional justice and workplace deviance. In Journal of Applied Social Psychology (Vol. 34, Issue 5, pp. 1001–1029). Blackwell Publishing Ltd. https://doi.org/10.1111/j.1559-1816.2004.tb02581.x
Aquino, K., & Thau, S. (2009). Workplace victimization: Aggression from the target’s perspective. In Annual Review of Psychology (Vol. 60, pp. 717–741). https://doi.org/10.1146/annurev.psych.60.110707.163703
Arbuckle, J. L. (2016). IBM SPSS Amos 21: User’s Guide.
Barrick, M. R., & Zimmerman, R. D. (2005). Reducing voluntary, avoidable turnover through selection. Journal of Applied Psychology, 90(1), 159–166. https://doi.org/10.1037/0021-9010.90.1.159
Brown, M. E., & Mitchell, M. S. (2010). Ethical and Unethical Leadership: Exploring New Avenues for Future Research. Business Ethics Quarterly, 20(4), 583–616. https://doi.org/10.5840/beq201020439
Brown, M. E., & Treviño, L. K. (2006). Socialized charismatic leadership, values congruence, and deviance in work groups. Journal of Applied Psychology, 91(4), 954–962. https://doi.org/10.1037/0021-9010.91.4.954
Brown, M. E., Treviño, L. K., & Harrison, D. A. (2005). Ethical leadership: A social learning perspective for construct development and testing. Organizational Behavior and Human Decision Processes, 97(2), 117–134. https://doi.org/10.1016/j.obhdp.2005.03.002
Busch, P., & Bush, R. F. (1978). Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave. Journal of Marketing Research, 15(3), 438. https://doi.org/10.2307/3150592
Chi, S. C. S., & Liang, S. G. (2013). When do subordinates’ emotion-regulation strategies matter? Abusive supervision, subordinates’ emotional exhaustion, and work withdrawal. Leadership Quarterly, 24(1), 125–137. https://doi.org/10.1016/j.leaqua.2012.08.006
Cohen, J. (1988). Statistical power analysis for the behavioral sciences (2nd ed.). L. Erlbaum Associates.
Dixon, A. L., & Schertzer, S. M. B. (2005). Bouncing back: How salesperson optimism and self-efficacy influence attributions and behaviors following failure? Journal of Personal Selling and Sales Management, 25(4), 361–369. https://doi.org/10.1080/08853134.2005.10749070
Do, D. T., Nguyen, T. H., Nguyen, T. H. N., Ha, H. H., & Le, T. T. (2020). The influence of leadership style on accountants’ commitment with enterprise: An empirical study on Vietnamese FDI Firms. Journal of Asian Finance, Economics and Business, 7(3), 235–243. https://doi.org/10.13106/jafeb.2020.vol7.no3.235
Eissa, G., & Wyland, R. (2018). Work-Family Conflict and Hindrance Stress as Antecedents of Social Undermining: Does Ethical Leadership Matter? Applied Psychology, 67(4), 645–654. https://doi.org/10.1111/apps.12149
Falk, R., & B. Miller, N. (1992). A Primer for Soft Modeling. University of Akron Press, USA. https://www.researchgate.net/publication/232590534_A_Primer_for_Soft_Modeling
Fornell, C., & Larcker, D. F. (1981). Evaluating Structural Equation Models with Unobservable Variables and Measurement Error. Journal of Marketing Research, 18(1), 39. https://doi.org/10.2307/3151312
Geddes, D., & Baron, R. A. (1997). Workplace Aggression as a Consequence of Negative Performance Feedback. Management Communication Quarterly, 10(4), 433–454. https://doi.org/10.1177/0893318997104002
Germeijs, V., Verschueren, K., & Soenens, B. (2006). Indecisiveness and high school students’ career decision-making process: Longitudinal associations and the mediational role of anxiety. Journal of Counseling Psychology, 53(4), 397–410. https://doi.org/10.1037/0022-0167.53.4.397
Gino, F., Schweitzer, M. E., Mead, N. L., & Ariely, D. (2011). Unable to resist temptation: How self-control depletion promotes unethical behavior. Organizational Behavior and Human Decision Processes, 115(2), 191–203. https://doi.org/10.1016/j.obhdp.2011.03.001
Hair, J. F., Black, W. C., Babin, B. J., & Anderson, R. E. (2006). Multivariate Data Analysis. Prentice-Hall, Inc.
Hair, J. F., M. Hult, G. T., Ringle, C., & Sarstedt, M. (2016). A Primer on Partial Least Squares Structural Equation Modeling (PLS-SEM). SAGE Publication Inc. https://us.sagepub.com/en-us/nam/a-primer-on-partial-least-squares-structural-equation-modeling-pls-sem/book244583
Halbesleben, J. R. B. (2006). Sources of social support and burnout: A meta-analytic test of the conservation of resources model. Journal of Applied Psychology, 91(5), 1134–1145. https://doi.org/10.1037/0021-9010.91.5.1134
Halbesleben, J. R. B., & Bowler, W. M. (2007). Emotional exhaustion and job performance: The mediating role of motivation. Journal of Applied Psychology, 92(1), 93–106. https://doi.org/10.1037/0021-9010.92.1.93
Hayes, A. F. (2015). An Index and Test of Linear Moderated Mediation. Multivariate Behavioral Research, 50(1). https://doi.org/10.1080/00273171.2014.962683
Hobfoll. (1989). Conservation of Resources: A New Attempt at Conceptualizing Stress. American Psychologist, 44(3), 513–524. https://doi.org/10.1037/0003-066X.44.3.513
Hobfoll, S. E. (2001). The influence of culture, community, and the nested-self in the stress process: Advancing conservation of resources theory. Applied Psychology, 50(3), 337–421. https://doi.org/10.1111/1464-0597.00062
Ingram, T. N., LaForge, R. W., & Schwepker, C. H. (2013). Salesperson ethical decision making: The impact of sales leadership and sales management control strategy. Journal of Personal Selling and Sales Management, 27(4), 301–315. https://doi.org/10.2753/PSS0885-3134270402
Itani, O. S., Agnihotri, R., & Dingus, R. (2017). Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler. Industrial Marketing Management, 66, 64–79. https://doi.org/10.1016/j.indmarman.2017.06.012
Jaramillo, F., Locander, W. B., Spector, P. E., & Harris, E. G. (2007). Getting the job done: The moderating role of initiative on the relationship between intrinsic motivation and adaptive selling. Journal of Personal Selling and Sales Management, 27(1), 59–74. https://doi.org/10.2753/PSS0885-3134270104
Jaramillo, F., Mulki, J., & Boles, J. (2011). Workplace stressors, job attitude, and job behaviors: Is interpersonal conflict the missing link? Journal of Personal Selling and Sales Management, 31(3), 339–356. https://doi.org/10.2753/PSS0885-3134310310
Kalshoven, K., Den Hartog, D. N., & De Hoogh, A. H. B. (2011). Ethical leadership at work questionnaire (ELW): Development and validation of a multidimensional measure. Leadership Quarterly, 22(1), 51–69. https://doi.org/10.1016/j.leaqua.2010.12.007
Kock, N. (2015). Common method bias in PLS-SEM: A full collinearity assessment approach. International Journal of E-Collaboration, 11(4), 1–10. https://doi.org/10.4018/ijec.2015100101
Lam, C. K., Walter, F., & Huang, X. (2017). Supervisors’ emotional exhaustion and abusive supervision: The moderating roles of perceived subordinate performance and supervisor self-monitoring. Journal of Organizational Behavior, 38(8), 1151–1166. https://doi.org/10.1002/job.2193
Lee, N., & Cadogan, J. W. (2009). Sales force social exchange in problem resolution situations. Industrial Marketing Management, 38(3), 355–372. https://doi.org/10.1016/j.indmarman.2008.02.002
Lee, S., Kim, S. L., & Yun, S. (2018). A moderated mediation model of the relationship between abusive supervision and knowledge sharing. Leadership Quarterly, 29(3), 403–413. https://doi.org/10.1016/j.leaqua.2017.09.001
Lewin, J. E., & Sager, J. K. (2007). A process model of burnout among salespeople: Some new thoughts. Journal of Business Research, 60(12), 1216–1224. https://doi.org/10.1016/j.jbusres.2007.04.009
Lewin, J. E., & Sager, J. K. (2008). Salesperson burnout: A test of the coping-mediational model of social support. Journal of Personal Selling and Sales Management, 28(3), 233–246. https://doi.org/10.2753/PSS0885-3134280302
Lewin, J. E., & Sager, J. K. (2009). An investigation of the influence of coping resources in salespersons’ emotional exhaustion. Industrial Marketing Management, 38(7), 798–805. https://doi.org/10.1016/j.indmarman.2008.02.013
Li, N., & Murphy, W. H. (2012). A Three-Country Study of Unethical Sales Behaviors. Journal of Business Ethics, 111(2), 219–235. https://doi.org/10.1007/s10551-012-1203-z
Limbu, Y. B., Jayachandran, C., Babin, B. J., & Peterson, R. T. (2016). Empathy, nonverbal immediacy, and salesperson performance: the mediating role of adaptive selling behavior. Journal of Business and Industrial Marketing, 31(5), 654–667. https://doi.org/10.1108/JBIM-03-2015-0048
Micevski, M., Kadic-Maglajlic, S., Banerjee, S., Cadogan, J., & Lee, N. (2017). Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring. Journal of Business Research, 80, 266–276. https://doi.org/10.1016/j.jbusres.2017.05.018
Mulki, J. P., Jaramillo, F., & Locander, W. B. (2006). Emotional exhaustion and organizational deviance: Can the right job and a leader’s style make a difference? Journal of Business Research, 59(12), 1222–1230. https://doi.org/10.1016/j.jbusres.2006.09.001
Mulki, J. P., Jaramillo, F., Malhotra, S., & Locander, W. B. (2012). Reluctant employees and felt stress: The moderating impact of manager decisiveness. Journal of Business Research, 65(1), 77–83. https://doi.org/10.1016/j.jbusres.2011.01.019
Nguyen, H. M., Nguyen, C., Ngo, T. T., & Nguyen, L. V. (2019). The effects of job crafting on work engagement and work performance: A study of Vietnamese commercial banks. Journal of Asian Finance, Economics and Business, 6(2), 189–201. https://doi.org/10.13106/jafeb.2019.vol6.no2.189
Schwepker, C. H. (2015). Influencing the salesforce through perceived ethical leadership: The role of salesforce socialization and persona-organization fit on salesperson ethics and performance. Journal of Personal Selling and Sales Management, 35(4), 292–313. https://doi.org/10.1080/08853134.2015.1106769
Schwepker, C. H. (2019). Using Ethical Leadership to Improve Business-To-Business Salesperson Performance: The Mediating Roles of Trust in Manager and Ethical Ambiguity. Journal of Business-to-Business Marketing, 26(2), 141–158. https://doi.org/10.1080/1051712X.2019.1603358
Schwepker, C. H., & Ingram, T. N. (2016). Ethical leadership in the salesforce: effects on salesperson customer orientation, commitment to customer value and job stress. Journal of Business and Industrial Marketing, 31(7), 914–927. https://doi.org/10.1108/JBIM-07-2015-0136
Sims, R. R., & Brinkmann, J. (2002). Leaders as moral role models: The case of John Gutfreund at Salomon Brothers. Journal of Business Ethics, 35(4), 327–339. https://doi.org/10.1023/A:1013826126058
Singh, R., & Das, G. (2013). The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance: Exploring the moderating role of selling experience. Journal of Business and Industrial Marketing, 28(7), 554–564. https://doi.org/10.1108/JBIM-04-2011-0121
Spiro, R. L., & Weitz, B. A. (1990). Adaptive Selling: Conceptualization, Measurement, and Nomological Validity. Journal of Marketing Research, 27(1), 61. https://doi.org/10.2307/3172551
Sprung, J. M., Sliter, M. T., & Jex, S. M. (2012). Spirituality as a moderator of the relationship between workplace aggression and employee outcomes. Personality and Individual Differences, 53(7), 930–934. https://doi.org/10.1016/j.paid.2012.06.011
Valentine, S., Fleischman, G., & Godkin, L. (2015). Rogues in the ranks of selling organizations: Using corporate ethics to manage workplace bullying and job satisfaction. Journal of Personal Selling and Sales Management, 35(2), 143–163. https://doi.org/10.1080/08853134.2015.1010542
Walumbwa, F. O., Mayer, D. M., Wang, P., Wang, H., Workman, K., & Christensen, A. L. (2011). Linking ethical leadership to employee performance: The roles of leader-member exchange, self-efficacy, and organizational identification. Organizational Behavior and Human Decision Processes, 115(2), 204–213. https://doi.org/10.1016/j.obhdp.2010.11.002
Wang, Q., Bowling, N. A., & Eschleman, K. J. (2010). A meta-analytic examination of work and general locus of control. Journal of Applied Psychology, 95(4), 761–768. https://doi.org/10.1037/a0017707
Weitz, B. A., Sujan, H., & Sujan, M. (1986). Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness. Journal of Marketing, 50(4), 174. https://doi.org/10.2307/1251294
Wu, Y. C. (2017). Mechanisms Linking Ethical Leadership to Ethical Sales Behavior. Psychological Reports, 120(3), 537–560. https://doi.org/10.1177/0033294117693594
Yoon, D. W., Kim, B. Y., & Oh, S. H. (2020). Core self-evaluation and sales performance of female salespeople in face-to-face channel. Journal of Asian Finance, Economics and Business, 7(5), 205–216. https://doi.org/10.13106/JAFEB.2020.VOL7.NO5.205
Zheng, D., Witt, L. A., Waite, E., David, E. M., van Driel, M., McDonald, D. P., Callison, K. R., & Crepeau, L. J. (2015). Effects of ethical leadership on emotional exhaustion in high moral intensity situations. Leadership Quarterly, 26(5), 732–748. https://doi.org/10.1016/j.leaqua.2015.01.006
Aquino, K., & Thau, S. (2009). Workplace victimization: Aggression from the target’s perspective. In Annual Review of Psychology (Vol. 60, pp. 717–741). https://doi.org/10.1146/annurev.psych.60.110707.163703
Arbuckle, J. L. (2016). IBM SPSS Amos 21: User’s Guide.
Barrick, M. R., & Zimmerman, R. D. (2005). Reducing voluntary, avoidable turnover through selection. Journal of Applied Psychology, 90(1), 159–166. https://doi.org/10.1037/0021-9010.90.1.159
Brown, M. E., & Mitchell, M. S. (2010). Ethical and Unethical Leadership: Exploring New Avenues for Future Research. Business Ethics Quarterly, 20(4), 583–616. https://doi.org/10.5840/beq201020439
Brown, M. E., & Treviño, L. K. (2006). Socialized charismatic leadership, values congruence, and deviance in work groups. Journal of Applied Psychology, 91(4), 954–962. https://doi.org/10.1037/0021-9010.91.4.954
Brown, M. E., Treviño, L. K., & Harrison, D. A. (2005). Ethical leadership: A social learning perspective for construct development and testing. Organizational Behavior and Human Decision Processes, 97(2), 117–134. https://doi.org/10.1016/j.obhdp.2005.03.002
Busch, P., & Bush, R. F. (1978). Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave. Journal of Marketing Research, 15(3), 438. https://doi.org/10.2307/3150592
Chi, S. C. S., & Liang, S. G. (2013). When do subordinates’ emotion-regulation strategies matter? Abusive supervision, subordinates’ emotional exhaustion, and work withdrawal. Leadership Quarterly, 24(1), 125–137. https://doi.org/10.1016/j.leaqua.2012.08.006
Cohen, J. (1988). Statistical power analysis for the behavioral sciences (2nd ed.). L. Erlbaum Associates.
Dixon, A. L., & Schertzer, S. M. B. (2005). Bouncing back: How salesperson optimism and self-efficacy influence attributions and behaviors following failure? Journal of Personal Selling and Sales Management, 25(4), 361–369. https://doi.org/10.1080/08853134.2005.10749070
Do, D. T., Nguyen, T. H., Nguyen, T. H. N., Ha, H. H., & Le, T. T. (2020). The influence of leadership style on accountants’ commitment with enterprise: An empirical study on Vietnamese FDI Firms. Journal of Asian Finance, Economics and Business, 7(3), 235–243. https://doi.org/10.13106/jafeb.2020.vol7.no3.235
Eissa, G., & Wyland, R. (2018). Work-Family Conflict and Hindrance Stress as Antecedents of Social Undermining: Does Ethical Leadership Matter? Applied Psychology, 67(4), 645–654. https://doi.org/10.1111/apps.12149
Falk, R., & B. Miller, N. (1992). A Primer for Soft Modeling. University of Akron Press, USA. https://www.researchgate.net/publication/232590534_A_Primer_for_Soft_Modeling
Fornell, C., & Larcker, D. F. (1981). Evaluating Structural Equation Models with Unobservable Variables and Measurement Error. Journal of Marketing Research, 18(1), 39. https://doi.org/10.2307/3151312
Geddes, D., & Baron, R. A. (1997). Workplace Aggression as a Consequence of Negative Performance Feedback. Management Communication Quarterly, 10(4), 433–454. https://doi.org/10.1177/0893318997104002
Germeijs, V., Verschueren, K., & Soenens, B. (2006). Indecisiveness and high school students’ career decision-making process: Longitudinal associations and the mediational role of anxiety. Journal of Counseling Psychology, 53(4), 397–410. https://doi.org/10.1037/0022-0167.53.4.397
Gino, F., Schweitzer, M. E., Mead, N. L., & Ariely, D. (2011). Unable to resist temptation: How self-control depletion promotes unethical behavior. Organizational Behavior and Human Decision Processes, 115(2), 191–203. https://doi.org/10.1016/j.obhdp.2011.03.001
Hair, J. F., Black, W. C., Babin, B. J., & Anderson, R. E. (2006). Multivariate Data Analysis. Prentice-Hall, Inc.
Hair, J. F., M. Hult, G. T., Ringle, C., & Sarstedt, M. (2016). A Primer on Partial Least Squares Structural Equation Modeling (PLS-SEM). SAGE Publication Inc. https://us.sagepub.com/en-us/nam/a-primer-on-partial-least-squares-structural-equation-modeling-pls-sem/book244583
Halbesleben, J. R. B. (2006). Sources of social support and burnout: A meta-analytic test of the conservation of resources model. Journal of Applied Psychology, 91(5), 1134–1145. https://doi.org/10.1037/0021-9010.91.5.1134
Halbesleben, J. R. B., & Bowler, W. M. (2007). Emotional exhaustion and job performance: The mediating role of motivation. Journal of Applied Psychology, 92(1), 93–106. https://doi.org/10.1037/0021-9010.92.1.93
Hayes, A. F. (2015). An Index and Test of Linear Moderated Mediation. Multivariate Behavioral Research, 50(1). https://doi.org/10.1080/00273171.2014.962683
Hobfoll. (1989). Conservation of Resources: A New Attempt at Conceptualizing Stress. American Psychologist, 44(3), 513–524. https://doi.org/10.1037/0003-066X.44.3.513
Hobfoll, S. E. (2001). The influence of culture, community, and the nested-self in the stress process: Advancing conservation of resources theory. Applied Psychology, 50(3), 337–421. https://doi.org/10.1111/1464-0597.00062
Ingram, T. N., LaForge, R. W., & Schwepker, C. H. (2013). Salesperson ethical decision making: The impact of sales leadership and sales management control strategy. Journal of Personal Selling and Sales Management, 27(4), 301–315. https://doi.org/10.2753/PSS0885-3134270402
Itani, O. S., Agnihotri, R., & Dingus, R. (2017). Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler. Industrial Marketing Management, 66, 64–79. https://doi.org/10.1016/j.indmarman.2017.06.012
Jaramillo, F., Locander, W. B., Spector, P. E., & Harris, E. G. (2007). Getting the job done: The moderating role of initiative on the relationship between intrinsic motivation and adaptive selling. Journal of Personal Selling and Sales Management, 27(1), 59–74. https://doi.org/10.2753/PSS0885-3134270104
Jaramillo, F., Mulki, J., & Boles, J. (2011). Workplace stressors, job attitude, and job behaviors: Is interpersonal conflict the missing link? Journal of Personal Selling and Sales Management, 31(3), 339–356. https://doi.org/10.2753/PSS0885-3134310310
Kalshoven, K., Den Hartog, D. N., & De Hoogh, A. H. B. (2011). Ethical leadership at work questionnaire (ELW): Development and validation of a multidimensional measure. Leadership Quarterly, 22(1), 51–69. https://doi.org/10.1016/j.leaqua.2010.12.007
Kock, N. (2015). Common method bias in PLS-SEM: A full collinearity assessment approach. International Journal of E-Collaboration, 11(4), 1–10. https://doi.org/10.4018/ijec.2015100101
Lam, C. K., Walter, F., & Huang, X. (2017). Supervisors’ emotional exhaustion and abusive supervision: The moderating roles of perceived subordinate performance and supervisor self-monitoring. Journal of Organizational Behavior, 38(8), 1151–1166. https://doi.org/10.1002/job.2193
Lee, N., & Cadogan, J. W. (2009). Sales force social exchange in problem resolution situations. Industrial Marketing Management, 38(3), 355–372. https://doi.org/10.1016/j.indmarman.2008.02.002
Lee, S., Kim, S. L., & Yun, S. (2018). A moderated mediation model of the relationship between abusive supervision and knowledge sharing. Leadership Quarterly, 29(3), 403–413. https://doi.org/10.1016/j.leaqua.2017.09.001
Lewin, J. E., & Sager, J. K. (2007). A process model of burnout among salespeople: Some new thoughts. Journal of Business Research, 60(12), 1216–1224. https://doi.org/10.1016/j.jbusres.2007.04.009
Lewin, J. E., & Sager, J. K. (2008). Salesperson burnout: A test of the coping-mediational model of social support. Journal of Personal Selling and Sales Management, 28(3), 233–246. https://doi.org/10.2753/PSS0885-3134280302
Lewin, J. E., & Sager, J. K. (2009). An investigation of the influence of coping resources in salespersons’ emotional exhaustion. Industrial Marketing Management, 38(7), 798–805. https://doi.org/10.1016/j.indmarman.2008.02.013
Li, N., & Murphy, W. H. (2012). A Three-Country Study of Unethical Sales Behaviors. Journal of Business Ethics, 111(2), 219–235. https://doi.org/10.1007/s10551-012-1203-z
Limbu, Y. B., Jayachandran, C., Babin, B. J., & Peterson, R. T. (2016). Empathy, nonverbal immediacy, and salesperson performance: the mediating role of adaptive selling behavior. Journal of Business and Industrial Marketing, 31(5), 654–667. https://doi.org/10.1108/JBIM-03-2015-0048
Micevski, M., Kadic-Maglajlic, S., Banerjee, S., Cadogan, J., & Lee, N. (2017). Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring. Journal of Business Research, 80, 266–276. https://doi.org/10.1016/j.jbusres.2017.05.018
Mulki, J. P., Jaramillo, F., & Locander, W. B. (2006). Emotional exhaustion and organizational deviance: Can the right job and a leader’s style make a difference? Journal of Business Research, 59(12), 1222–1230. https://doi.org/10.1016/j.jbusres.2006.09.001
Mulki, J. P., Jaramillo, F., Malhotra, S., & Locander, W. B. (2012). Reluctant employees and felt stress: The moderating impact of manager decisiveness. Journal of Business Research, 65(1), 77–83. https://doi.org/10.1016/j.jbusres.2011.01.019
Nguyen, H. M., Nguyen, C., Ngo, T. T., & Nguyen, L. V. (2019). The effects of job crafting on work engagement and work performance: A study of Vietnamese commercial banks. Journal of Asian Finance, Economics and Business, 6(2), 189–201. https://doi.org/10.13106/jafeb.2019.vol6.no2.189
Schwepker, C. H. (2015). Influencing the salesforce through perceived ethical leadership: The role of salesforce socialization and persona-organization fit on salesperson ethics and performance. Journal of Personal Selling and Sales Management, 35(4), 292–313. https://doi.org/10.1080/08853134.2015.1106769
Schwepker, C. H. (2019). Using Ethical Leadership to Improve Business-To-Business Salesperson Performance: The Mediating Roles of Trust in Manager and Ethical Ambiguity. Journal of Business-to-Business Marketing, 26(2), 141–158. https://doi.org/10.1080/1051712X.2019.1603358
Schwepker, C. H., & Ingram, T. N. (2016). Ethical leadership in the salesforce: effects on salesperson customer orientation, commitment to customer value and job stress. Journal of Business and Industrial Marketing, 31(7), 914–927. https://doi.org/10.1108/JBIM-07-2015-0136
Sims, R. R., & Brinkmann, J. (2002). Leaders as moral role models: The case of John Gutfreund at Salomon Brothers. Journal of Business Ethics, 35(4), 327–339. https://doi.org/10.1023/A:1013826126058
Singh, R., & Das, G. (2013). The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance: Exploring the moderating role of selling experience. Journal of Business and Industrial Marketing, 28(7), 554–564. https://doi.org/10.1108/JBIM-04-2011-0121
Spiro, R. L., & Weitz, B. A. (1990). Adaptive Selling: Conceptualization, Measurement, and Nomological Validity. Journal of Marketing Research, 27(1), 61. https://doi.org/10.2307/3172551
Sprung, J. M., Sliter, M. T., & Jex, S. M. (2012). Spirituality as a moderator of the relationship between workplace aggression and employee outcomes. Personality and Individual Differences, 53(7), 930–934. https://doi.org/10.1016/j.paid.2012.06.011
Valentine, S., Fleischman, G., & Godkin, L. (2015). Rogues in the ranks of selling organizations: Using corporate ethics to manage workplace bullying and job satisfaction. Journal of Personal Selling and Sales Management, 35(2), 143–163. https://doi.org/10.1080/08853134.2015.1010542
Walumbwa, F. O., Mayer, D. M., Wang, P., Wang, H., Workman, K., & Christensen, A. L. (2011). Linking ethical leadership to employee performance: The roles of leader-member exchange, self-efficacy, and organizational identification. Organizational Behavior and Human Decision Processes, 115(2), 204–213. https://doi.org/10.1016/j.obhdp.2010.11.002
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