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Leader‐follower interactions: relations with OCB and sales productivity

Leader‐follower interactions: relations with OCB and sales productivity Purpose – Based on substitutes for leadership theory, the aim of this study is to examine followers' learning goal orientation as a moderator of relationships among transformational leadership, organizational citizenship behavior (OCB) and sales productivity. Design/methodology/approach – Data came from 61 food and beverage attendants of a casino, and were analyzed using regression analyses. Findings – Transformational leadership was positively related to both OCB and sales productivity. Learning goal orientation moderated the relationship between transformational leadership and OCB, such that transformational leadership was more strongly related to OCB among followers with a low learning goal orientation than among followers with a high learning goal orientation. Research limitations/implications – Limitations of the study include the small sample size and cross‐sectional research design. Practical implications – Organizations could train supervisors to practice a transformational leadership style and to take followers' learning goal orientation into account. Originality/value – The findings of this study suggest that, with regard to OCB, a high learning goal orientation of followers may act as a “substitute” for low levels of leaders' transformational leadership. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Managerial Psychology Emerald Publishing

Leader‐follower interactions: relations with OCB and sales productivity

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Publisher
Emerald Publishing
Copyright
Copyright © 2013 Emerald Group Publishing Limited. All rights reserved.
ISSN
0268-3946
DOI
10.1108/02683941311298887
Publisher site
See Article on Publisher Site

Abstract

Purpose – Based on substitutes for leadership theory, the aim of this study is to examine followers' learning goal orientation as a moderator of relationships among transformational leadership, organizational citizenship behavior (OCB) and sales productivity. Design/methodology/approach – Data came from 61 food and beverage attendants of a casino, and were analyzed using regression analyses. Findings – Transformational leadership was positively related to both OCB and sales productivity. Learning goal orientation moderated the relationship between transformational leadership and OCB, such that transformational leadership was more strongly related to OCB among followers with a low learning goal orientation than among followers with a high learning goal orientation. Research limitations/implications – Limitations of the study include the small sample size and cross‐sectional research design. Practical implications – Organizations could train supervisors to practice a transformational leadership style and to take followers' learning goal orientation into account. Originality/value – The findings of this study suggest that, with regard to OCB, a high learning goal orientation of followers may act as a “substitute” for low levels of leaders' transformational leadership.

Journal

Journal of Managerial PsychologyEmerald Publishing

Published: Jan 18, 2013

Keywords: Transformational leadership; Organizational citizenship behavior; Sales productivity; Learning goal orientation; Substitutes for leadership; Learning; Leadership

References