Peer-reviewed
Servant leadership, distributive justice and commitment to customer value in the salesforce
– 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). – The sample included 279 business-to-business salespeople from across the USA. Structural equation modeling was used to analyze the data. – 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. – First study to empirically examine connections between servant leadership, distributive justice and commitment to customer value in the salesforce
Article, 2016
Journal of Business & Industrial Marketing, 31, 20160201, 70
2016