Socializing the newcomer: The mediating role of leader–member exchange

We expand organizational socialization research by integrating social exchange theory, specifically leader–member exchange (LMX), as an important mediator in explaining newcomer attachment to the job, occupation, and organization. Using temporally-lagged data from 213 newcomers across 12 telemarketing organizations, we found that newcomer perceptions of LMX mediate the association between supervisory socialization tactics (i.e. supervisory job-focused advice, guidance, and role modeling) and occupational identification as well as between supervisory socialization tactics and perceived person-organization fit – but not between supervisory socialization tactics and job satisfaction. Our study specifies (1) LMX as a compelling mediating mechanism within the new employee ‘on-boarding’ process and (2) the immediate supervisor as an important relational source for newcomer attitudes.     

Employee–supervisor political skill congruence and work outcomes: The mediating role of leader–member exchange quality

This study aims to investigate the effect of employee–supervisor political skill congruence on the quality of leader–member exchange (LMX), which in turn influences employees' job satisfaction and turnover intention. For this purpose, two survey studies were conducted. The first study examined the relationship between employee–supervisor political skill congruence and LMX using multi-source data collected from 287 employee–supervisor dyads. The second study examined the indirect effect of congruence in political skill on work outcomes through LMX by using time-lagged multi-source data collected from 142 employee–supervisor dyads. The findings indicate that compared with incongruence, congruence in political skill is associated with higher employee-rated LMX. Moreover, among dyads with congruent political skills, congruence at high levels of political skill is associated with higher employee-rated LMX compared with congruence at low levels of political skill. Moreover, in case of incongruency, low employee–high supervisor political skill combination was related to higher supervisor-rated LMX compared with high employee–low supervisor political skill combination. Lastly, employee–supervisor political skill congruency indirectly influences job satisfaction and turnover intention through employee-rated LMX. This research significantly contributes to the political skill literature by examining potential consequences of employee–supervisor congruence in political skill in the workplace.     

Revisiting the mediating role of leader–member exchange in transformational leadership: the differential impact model

Transformational leadership (TFL) has been proposed as an essential antecedent of leader–member exchange (LMX), which in turn affects outcomes in organizations. We extend this mediation hypothesis in two ways by proposing a differential impact model, which we test on three organizational outcomes: employee job satisfaction, employee organizational commitment, and leader effectiveness. First, we extend LMX’s mediational impact—which has previously only been tested for employee outcomes—to leader effectiveness. Second, we argue that this mediation will be stronger for outcomes that are more proximal rather than distal to dyadic relations between leader and followers (high proximity: job satisfaction; medium proximity: organizational commitment; low proximity: leader effectiveness). Meta-analytic structural equation modelling based on 132 studies revealed that LMX mediates TFL’s relationships with employee outcomes (more strongly for job satisfaction than for commitment), but not with leader effectiveness, whereas TFL showed a stronger direct link to leader effectiveness. The findings suggest that TLF and LMX contribute differentially to organizational outcomes depending on their proximity to dyadic relations between leaders and followers. The differential impact model uncovers leadership effectiveness processes, integrates influential leadership theories, and highlights the importance of distinguishing between different outcome measures and the processes facilitating them.     

Does taking the good with the bad make things worse? How abusive supervision and leader–member exchange interact to impact need satisfaction and organizational deviance

We integrate and extend past work on self-determination theory and mixed relationships, or relationships characterized by both conflict and support, to address the question of how abusive supervision promotes subordinate organizational deviance. In so doing, we propose a mediated moderation model wherein abusive supervision and leader–member exchange interact to predict organizational deviance, with psychological need satisfaction mediating the effect of the interaction on organizational deviance. This hypothesized model was supported with multi-wave data collected from 260 employees. Notably, our model was supported after controlling for justice perceptions and organizational social exchange as alternative mediators. Theoretical and practical implications are discussed.     

A time-lagged investigation of the mediating role of person–organization fit in the relationship between leader–member exchange and employee affective organizational commitment

This study provides a new perspective on the relationship between LMX and affective organizational commitment, treating person-organization fit (P-O fit) as an explanatory mechanism and identifying co-worker support and customer recognition as moderators of the first stage of this indirect relationship. Results of a three-wave time-lagged study of survey responses obtained from 137 employees working in the retail service sector over a three-year period were consistent with the proposed model. Multiple regression and moderated mediation analyses revealed that LMX indirectly and positively predicted affective organizational commitment through its positive relationship with P–O fit, suggesting that LMX provides a means by which supervisors are able to instill organizational values in employees and/or signal the degree to which their values match those of the organization. Moreover, co-worker support and customer recognition each moderated the first stage of this indirect relationship, such that the relationship between LMX and P–O fit and, in turn, its indirect relationship with affective organizational commitment is stronger as support from co-workers or customer recognition is lacking. At high levels of co-worker support and customer recognition, LMX exhibits no significant relationship with P–O fit. Together, these results provide new explanations for how and under which conditions LMX might influence employee commitment, suggesting that LMX is particularly salient when employees are lacking other sources of relational support or recognition and that high-quality relations with co-workers and/or customers may serve to compensate for low LMX quality in shaping P–O fit and affective organizational commitment.     

Linking ethical leadership to employee performance: The roles of leader–member exchange,self-efficacy,and organizational identification

This research investigated the link between ethical leadership and performance using data from the People’s Republic of China. Consistent with social exchange, social learning, and social identity theories, we examined leader–member exchange (LMX), self-efficacy, and organizational identification as mediators of the ethical leadership to performance relationship. Results from 72 supervisors and 201 immediate direct reports revealed that ethical leadership was positively and significantly related to employee performance as rated by their immediate supervisors and that this relationship was fully mediated by LMX, self-efficacy, and organizational identification, controlling for procedural fairness. We discuss implications of our findings for theory and practice.     

Exchange through emoting: An emotional model of leader–member resource exchanges

Despite research suggesting that emotional interactions pervade daily resource exchanges between leaders and members, the leader–member exchange (LMX) literature has predominantly focused on the interplay between general affective experiences and the overall relationship quality. Drawing upon the affect theory of social exchange, we examine why and how discrete exchange imbalance engenders distinct emotions and shapes downstream work behaviors of the members. Results from a preregistered experimental study with 247 participants and an experience sampling study with time-lagged reports from 79 leaders and 145 members show that a positively imbalanced exchange increases members’ subsequent leader-directed helping via gratitude (but not via shame) and that a negatively imbalanced exchange increases members’ subsequent risk-taking via pride (but not via anger). Moreover, the intensity of such effects hinges upon the average level of resource contributions of leader–member dyads. Our research casts light on the role of transient emotions in dynamic resource exchanges between leaders and members and enriches our knowledge of within-dyad fluctuations of social exchanges.     

Psychological ethical climate,leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance

In today’s competitive environment, salespeople are challenged with creating customer value in an ethical manner while meeting performance goals. Sales supervisors play a critical role in ensuring that this challenge is met. This research examines the roles of psychological ethical climate and leader–member exchange (LMX) in encouraging salespeople’s commitment to providing superior customer value, reducing their unethical intentions and improving sales performance. Results indicate that business-to-business salespeople’s psychological ethical climate perceptions influence their perceived relationship with their sales supervisor (i.e. LMX relationship) as well as their commitment to providing superior customer value. LMX also directly influences commitment to providing superior customer value, which in turn affects salespeople’s unethical intent and quota performance. Theoretical and managerial implications based on the study’s findings are provided, as well as directions for future research.     

Leader–member exchange and turnover before and after succession events

We conducted two studies that investigated the role of leadership succession as a moderator of the relationship between LMX and turnover in organizations. In a sample of 330 employees in 45 veterinary hospitals, high-LMX employees were less likely to leave the organization prior to a succession event but in nine hospitals that experienced a succession event, high-LMX employees were more likely to leave than low-LMX employees following the event. In the second study, we used a between subjects repeated measures simulation of leadership succession in a survey of 496 employed adults across different organizations. We found LMX is predictive of affective and cognitive reactions to succession events, and that these reactions mediate the relationship between LMX and turnover intentions after a simulated succession event. We discuss the implications of finding that succession events can be disruptive to organizations and groups because high-LMX employees may subsequently leave.     

The mitigating role of leader‒member exchange when perceiving psychological contract violation: a diary survey study among volunteers

Several scholars in the field of volunteering emphasized the pivotal role of psychological contract (PC) violation in explaining maladaptive behavioural reactions—such as counterproductive work behaviour (CWB)—of volunteers. Reactions to violation feelings are, however, interrelated and may intensify over time. Extending this dynamic perspective, we introduce momentary leader–member exchange (LMX) as a buffering social resource in the relationship between violation feelings and (1) CWB and (2) the likelihood to perceive a PC breach. Using weekly diary survey data from 247 volunteers (827 observations), we conducted a moderated multilevel zero-inflated Poisson regression analysis. As hypothesized, experiencing feelings of violation during one week related positively to CWB towards the organization (CWB-O), but not to CWB towards individuals (CWB-I) during the next week. Moreover, experiencing violation feelings during one week increased the likelihood to perceive a PC breach during the subsequent week. Finally, experiencing a high-quality LMX relationship effectively mitigated the positive relationship between violation feelings during one week and (1) CWB-O, and (2) the likelihood to perceive a PC breach during the next week. Our study highlights momentary LMX as an effective redressing mechanism in the relationship between violation feelings and undesirable employee outcomes.     

Beyond commitment: entrenchment in the buyer–seller exchange

A specific empirical finding in the buyer–seller literature – initially discovered by Moorman, Zaltman, and Deshpande and subsequently replicated by Grayson and Ambler – still suffers from incomplete explanation. In business-to-business marketing, why do some long-term buyers appear to trust their providers a great deal but not use the service provided? This research endeavours to more fully explain this ‘dark side’ of relationship selling by integrating work on the economic theory of entrenchment with Dwyer, Schurr, and Oh's seminal buyer–seller framework. The result is a modified conceptual model of the buyer–seller exchange in which potential seller entrenchment follows Dwyer et al.'s courting and commitment stages. Motivated by Dwyer et al.'s urging to examine their model using a negotiation lens, this research then borrows two contrasting orientations from the negotiation literature and offers propositions regarding how buyers and sellers interact at each stage of the exchange. In addition to enriching understanding of how buyers and sellers negotiate in the courting and commitment stages, this research is the first to offer insight into how both sides might negotiate when faced with seller entrenchment.     

Heroic or hubristic? A componential approach to the relationship between perceived transformational leadership and leader–member exchanges

Using an interpersonal approach to self-perceptions, we broke down leaders’ self-perceptions of their transformational leadership behaviour into three components: a target effect (i.e., how leaders are perceived by followers), a perceiver effect (i.e., how leaders perceive followers), and a self-enhancement effect (i.e., idiosyncratic positivity bias in how leaders perceive themselves), and then examined the relationships between these components and the quality of exchanges between leaders and followers (LMX). In a survey study among 60 leaders with 286 followers, we found the target effect in leaders’ self-perceptions of their transformational leadership to be positively related to the quality of LMX, whereas the perceiver effect and self-enhancement effects were negatively associated with LMX. Follower extraversion intensified the positive role of the target effect and the negative role of the self-enhancement effect in the leader–follower exchanges.     

Reversing the speed–IQ correlation: Intra-individual variability and attentional control in the inspection time paradigm

Elementary cognitive tasks (ECTs) are simple tasks involving basic cognitive processes for which speed of performance typically correlates with IQ. Inspection time (IT) has the strongest IQ correlations and is considered critical evidence for neural speed underlying individual differences in intelligence. However, results from Bors et al. [Bors, D.A., Stokes, T.L., Forrin, B. & Hodder, S.L., (1999). Inspection Time and Intelligence: Practice, strategies, and attention. Intelligence, 27, 111–129.] suggest task consistency may underlie this shared variance. One possibility is that performance consistency reflects attentional mechanisms, as previous research has shown relationships between attentional control and cognitive performance. In study 1, participants were administered the Raven's Advanced Progressive Matrices and performed an alternative version of the IT task to measure individual trial-by-trial consistency expressed as the standard deviation of IT (ITSD). The alternative procedure yielded IT–IQ correlations similar to those obtained in previous studies and ITSD accounted for the IT–IQ variance. A second experiment tested whether ITSD measures attentional control, as participants simultaneously performed the IT task and an attention-demanding verbalization task. Under these conditions, high IQ participants performed worse on IT. These results suggest IT performance may reflect individual differences in attentional control and that this variable may account for the variance shared between IT and IQ.     

A psychodynamic hermeneutic of the fall story: Genesis 2:25–3:24: Through a psychological lens

Genesis 3 is a theological myth in the form of a dramatic narrative of extraordinary literary quality which attempts to take account of the righteousness of God and the problem of pain in the created universe. It is an ancient Mesopotamian story which, appears in the Gilgamesh Epic as well as in Enuma Elis and was edited by the Yahwist theologian for the Genesis account to make it fit the essential requirements of an early Hebrew theological woridview. To appreciate its full weight the passage must be read through the lens of theological reflection, exegetical explication, literary criticism, and psychological analysis. This article suggests a way in which viewing the text through a psychological lens illumines the literary structure, the exegetical implications, and the theological interpretation of the story of the fall of humanity into pain, perplexity, and alienation.J. Harold Ellens, is Executive Director Emeritus of the Christian Association for Psychological Studies, Founding Editor and Editor in Chief Emeritus of theJournal of Psychology and Christianity, a retired Presbyterian pastor and theologian, and a licensed psychotherapist. He holds graduate degrees of MDiv from Calvin Theological Seminary, a ThM from Princeton Theological Seminary, and a PhD from Wayne State University.