Influencia do liderado ético e a percepción de RSC no desempeño da forza de vendas

  1. Sandra Castro-González 1
  2. Belén Bande 1
  1. 1 Universidade de Santiago de Compostela
    info

    Universidade de Santiago de Compostela

    Santiago de Compostela, España

    ROR https://ror.org/030eybx10

Revista:
Revista galega de economía: Publicación Interdisciplinar da Facultade de Ciencias Económicas e Empresariais

ISSN: 1132-2799

Ano de publicación: 2019

Volume: 28

Número: 3

Páxinas: 55-71

Tipo: Artigo

DOI: 10.15304/RGE.28.3.5844 DIALNET GOOGLE SCHOLAR lock_openDialnet editor

Outras publicacións en: Revista galega de economía: Publicación Interdisciplinar da Facultade de Ciencias Económicas e Empresariais

Resumo

A pesar do progresivo aumento de estudos sobre responsabilidade social corporativa (RSC), o estudo dos seus antecedentes e da súa influencia sobre as actitudes e comportamentos da forza de vendas aínda é limitado. Este traballo contribúe a encher este baleiro na literatura organizativa, de comportamento sostible e de vendas mediante a análise de como o exercicio do liderado ético por parte do supervisor pode influír a través da percepción da responsabilidade social corporativa (RSC) e da satisfacción laboral no desempeño dos vendedores. Os resultados obtidos da análise mediante procesos condicionais dunha mostra de 120 días de supervisores-vendedores confirman que o liderado ético está relacionado positivamente co desempeño do vendedor, pero a través dun mecanismo mediador no que interveñen as súas percepcións de RSC e a súa satisfacción laboral. Ademais, o estudo tamén analiza as principais implicacións para a xestión e propón futuras liñas de estudo

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Financiadores

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