The sales manager as a unit of analysis: a review and directions for future research

This article analyzes empirical research in which the sales manager is the unit of analysis to determine what knowledge has been generated by sales scholars about sales managers and sales management practice. It examines what we have learned from sales managers about their jobs and themselves with particular emphasis on the managerial relevance of the work. While the sales literature is vast and despite the importance of sales managers being widely recognized and accepted, an extensive search of the sales literature identified only 163 articles in which the sales manager was the focus of empirical research about what they do. To help better understand what has been discovered, these articles are examined and categorized according to the main focus of each article's research. The results show that with respect to sales managers, our knowledge is limited and substantial opportunities exist for additional research to expand our understanding of the nature, roles, and impact of sales managers as well as providing usable advice for the practice of sales management.     

Prototypical supervisors shape lay‐off victims’ experiences of top management justice and organizational support

Job loss is a pervasive experience affecting millions of workers around the globe annually. To investigate lay‐offs from the perspective of those who are affected, we conducted a lagged study examining lay‐off victims’ experiences of supervisory justice, top management justice, and organizational support. We test the hypotheses that the relationships between supervisory justice and lay‐off victims’ subsequent experiences of top management justice as well as organizational support are moderated by supervisors’ prototypicality of their team. Results from our study conducted during lay‐off process indicated that supervisory justice had a positive lagged impact on lay‐off victims’ unfolding experiences of both (1) top management justice and (2) organizational support for supervisors who were viewed as highly (but not lowly) prototypical of the team that both supervisors and subordinates were part of. Our study identifies a theoretically grounded moderator that may account for the presence (or absence) of cross‐foci effects found in previous multifoci justice studies. Moreover, our results shed light on the development of justice perceptions by demonstrating the impact of lower‐level supervisors in translating subordinates’ perceptions of justice of the supervisor to that of the top management. Findings suggest that supervisors have an important role to play in managing (for better or worse) the potentially harmful consequences associated with organizational redundancies.

Practitioner points

• Prototypical supervisors are ‘gatekeepers’ who are able to influence their subordinates’ relationship with the organization and its management.
• Involving supervisors in critical events such as lay‐offs may be important to effectively manage employees’ concerns.
• It may not be well advised to overly centralize responsibility for communicating information regarding lay‐offs under human resource departments.

     

Vocational integrity

Luther's doctrine of vocation is about faithfully living the baptismal life. This article argues that for the Christian a theology of work—vocation—is not to be constricted to the spiritual sphere only. The Christian is called from the temporal sphere, but not out of it. As such, the Christian embraces the spiritual and temporal spheres in response to God's grace and for the good of the neighbor.     

Followers' unclear demands during the COVID-19 pandemic can undermine leaders' well-being: A moderated mediation model from an entrapment perspective

Although effective leaders are important for reducing employee stress during the COVID-19, limited studies have examined how follower behaviors can influence leader stress and well-being during the COVID-19. This study draws on defeat-entrapment theory to examine how followers' unclear demands during the COVID-19 consequently impact leaders' psychological states and well-being. We conducted a three-wave time-lagged investigation with a sample of 281 leaders in the United Kingdom and found that followers' unclear demands could generate feelings of entrapment in leaders, leading to decreased levels of well-being outcomes in leaders. Importantly, we found that leaders who have higher levels of leadership responsibility during the COVID-19 are likely to feel trapped by followers' unclear demands. They are also likely to face higher levels of feelings of entrapment and impaired well-being compared with leaders who have lower levels of leadership responsibility. We discuss the implications for theories and practices, as well as directions for future research.     

Perceived overqualification,felt organizational obligation,and extra-role behavior during the COVID-19 crisis: The moderating role of self-sacrificial leadership

Past research has found that employees who view themselves as overqualified for their jobs tend to hold negative job attitudes and be unwilling to go beyond the call of duty. In challenging situations such as during the COVID-19 crisis, when having “all hands-on deck” may be important to an organization's survival, mitigating the negative tendencies of these employees becomes important. Adopting a sensemaking perspective on crisis management, we examine whether supervisors' self-sacrificial leadership can mitigate these negative tendencies. First, we propose that employee perceived overqualification is associated with lower levels of felt obligation to the organization and thereby lower levels of extra-role behaviors (i.e., helping and proactivity). We next propose that supervisors' self-sacrificial leadership during the COVID-19 crisis can evoke, especially when COVID-19 more strongly impacts the organization, a sense of collectivism toward the organization, which mitigates the negative association of perceived overqualification with felt obligation and thus extra-role behaviors. We tested our theorizing in samples from the UK (n = 121, pilot study) and US (n = 382, main study) in studies with a multi-wave, time-lagged design. Findings from both studies provide support for our theorizing. We discuss implications for research and practice concerning perceived overqualification during a crisis.     

Identity leadership and social identification within sport teams over a season: A social network analysis

ObjectivesThis study explored the relationships between identity leadership and social identification in sport teams over the course of a season using social network analysis.MethodsParticipants from 23 competitive sport teams (N = 388, M_age = 20.7 years) indicated the extent to which each of their teammates displayed various forms of identity leadership (i.e., identity prototypicality, identity advancement, identity entrepreneurship, identity impresarioship) and the extent to which these same teammates were seen to identify with the team (assessed by ingroup ties, cognitive centrality, ingroup affect) early and later in a season. Quadratic assignment procedure correlations and multiple quadratic assignment procedure regressions examined the relationships between the different types of networks for each team across time.ResultsAthletes who perceived team members to show greater identity leadership perceived those same teammates to identify more strongly with the team both early (rs_average > .46) and later (rs_average > 0.48) in the season. Averaged across teams, identity entrepreneurship early in the season was most strongly associated with both perceived ingroup ties (β_average = .24) and ingroup affect (β_average = 0.13) later in the season, while identity impresarioship was most strongly associated with cognitive centrality (β_average = .16). In the reversed direction, perceptions of ingroup ties early in the season were most strongly associated with all identity leadership dimensions later in the season (.28 < β_average < 0.38).ConclusionsCollectively, these findings provide evidence of a mutually reinforcing bidirectional link such that teammates who are seen as actively contributing to promote a sense of ‘us’ among team members are also more likely to be seen as identifying strongly with the team.     

The Indifference Function

Abstract

Data from 2 studies conducted in the United States—1 with high school students and 1 with college students—are reported. Two-hundred forty-one multiethnic/multiracial youths (also termed biethnic/biracial, mixed ethnic/mixed racial, and interracial) were selected using 2 large surveys and compared with 1,041 of their monoethnic peers. Although more than 10% of the students across both studies were multiethnic, less than one third of these respondents labeled themselves as such. Ethnic self-labels varied with setting, type of question, and parental ethnicity. Multiethnic youths did not differ from monoethnics regarding self-esteem. In some cases, multiethnic students had more positive attitudes toward other groups than moneethnics did.     

Gender makes the difference: The moderating role of leader gender on the relationship between leadership styles and subordinate performance

Using a predominantly male research and development (R&D) sample and a predominantly female customer service personnel sample, we investigated how authoritarian and benevolent leadership styles interact with leader gender to influence subordinate performance (i.e., task performance, citizenship behavior, and creativity). Our research extends role congruity theory (Eagly & Karau, 2002) by adopting  and  attribution principles to offer a more comprehensive framework for explaining how leader gender affects the impact of leadership styles on subordinate performance. Our results suggest that the negative relationship between authoritarian leadership and subordinate performance is stronger for female than for male leaders and that the positive relationship between benevolent leadership and subordinate performance is stronger for male than for female leaders. Accordingly, in addition to leaders’ engaging in gender-role congruent behaviors, a useful strategy is to adopt behaviors that are perceived as a positive deviation from their gender role.     

Diversity mindsets and the performance of diverse teams

Diversity can enhance as well as disrupt team performance. Diversity beliefs and climates may play an important moderating role in these effects, but it is unclear what form these should take to promote the positive effects of diversity. Addressing this question in an integration of research in team cognition and diversity, we advance the concept of diversity mindsets, defined as team members’ mental representations of team diversity. These mindsets capture diversity-related goals and associated procedural implications for goal achievement. We develop theory about the accuracy, sharedness, and awareness of sharedness of mindsets as moderators of the diversity-performance relationship. We also identify the determinants of these aspects of diversity mindsets. Finally, we discuss the implications of our model for the management of diversity.     

Leadership style,salesperson's work effort and job performance: the influence of power distance

As multinational organizations increase operations in emerging economies, firms need to understand how cultural values prevailing in a host country can influence leadership practices developed and practiced in Western economies. This study explores the relationships among leadership styles and salespeople's attitudes and behaviours with data from salespeople in India with power distance measured at the individual level. Results suggest that for employees' instrumental leadership is more effective in promoting employee effort and increasing job performance. In addition, the relationship between satisfaction with supervisor and turnover intentions is weaker or insignificant, while the relationship between satisfaction with supervisor and effort is stronger for employees in higher power distance organizations. The study highlights cultural sensitivities that need to be considered in formulating an effective leadership style in emerging market contexts.