Servant leadership, distributive justice and commitment to customer value in the salesforce

Author:

Schwepker Jr Charles H.

Abstract

Purpose – The purpose of this research is to further understand salesperson distributive justice judgments by examining two controllable factors that may influence these perceptions: sales leadership (i.e. servant leadership) and salesforce control (i.e. quota). Design/methodology/approach – The sample included 279 business-to-business salespeople from across the USA. Structural equation modeling was used to analyze the data. Findings – Servant leadership and salesperson participation in quota setting both positively impact distributive justice perceptions (i.e. fairness in reward allocation), which subsequently affect salespeople’s commitment to providing superior customer value. Originality/value – First study to empirically examine connections between servant leadership, distributive justice and commitment to customer value in the salesforce.

Publisher

Emerald

Subject

Marketing,Business and International Management

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