Perceptual differences regarding leadership between the store manager and employees and its impact on frontline sales performance: A research note

Valter Afonso Vieira, Leticia Fernandes de Negreiros, Raj Agnihotri and Khashayar Afshar Bakeshloo

Journal of Retailing, 2021, vol. 97, issue 3, 347-358

Abstract: This study focuses on the bright side of perceptual differences regarding leadership that may exist between managers and employees. Specifically, building on leadership literature, the authors propose that in situations wherein a manager’s perceptions of their own leadership are lower than that of their employees’ perceptions of their managers’ leadership, employees’ sales performance levels are higher. Data were collected from retail store managers and frontline employees in Brazil in three different contexts (e.g., footwear, clothing, and furniture). Based on polynomial regression analyses, the findings suggest that sales performance is generally higher when a manager’s self-perceptions are lower than their frontline employees’ perceptions of managers’ transactional and transformational leadership.

Keywords: Transformational leadership; Transactional leadership; Leadership perceptions; Self-other perceptual differences; Sales performance (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (1)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jouret:v:97:y:2021:i:3:p:347-358

DOI: 10.1016/j.jretai.2020.11.004

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