How corporate social responsibility explains salespeople’s job performance: the influence of responsible leadership
ISSN: 1747-1117
Article publication date: 21 July 2022
Issue publication date: 4 July 2023
Abstract
Purpose
The purpose of this study is understanding how companies can improve sales force performance is a key issue. Despite this, the study of the impact that corporate social responsibility (CSR) practices might have on salespeople’s performance has been neglected in the sales literature.
Design/methodology/approach
Using data provided by 176 salesperson–supervisor dyads and through structural equation modeling and conditional process analysis, empirical evidence confirms the hypotheses.
Findings
Certainly, the findings confirm that salespeople’s performance is influenced by their CSR perception, not directly but through their pride and organizational commitment. Furthermore, the results improve when considering the intervention of a responsible leader. The paper also identifies the management implications and makes some recommendations for upcoming studies.
Originality/value
This paper contributes to fill this gap by examining the effect of salespeople’s CSR perception on their job performance through organizational pride and organizational commitment. Additionally, it is suggested that the exercise of responsible leadership by the supervisor strengthens the previous indirect relationship, moderating the influence of salesperson’s organizational pride on their commitment.
Keywords
Acknowledgements
This publication has been funded with support from the Galician Plan for Research, Innovation and Growth (Plan I2C) of the Xunta de Galicia (Consellería de Cultura, Educación y Ordenación Universitaria).
Citation
Castro-González, S., Bande, B. and Vila-Vázquez, G. (2023), "How corporate social responsibility explains salespeople’s job performance: the influence of responsible leadership", Social Responsibility Journal, Vol. 19 No. 6, pp. 1068-1084. https://doi.org/10.1108/SRJ-03-2022-0108
Publisher
:Emerald Publishing Limited
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