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Salesperson’s spirituality: impact on customer orientation and adaptability
Published in Emerald Group Publishing Ltd.
Volume: 35
Issue: 3
Pages: 408 - 424
Purpose: The purpose of this paper is to use the perspective of ego to investigate the spirituality of a salesperson and its influence on customer orientation and adaptive selling behavior. Meaningful work is proposed as a mediator. Design/methodology/approach: Cross-sectional data were collected from 218 insurance salespeople in India. Bootstrap with SEM was used to test mediation. Findings: The paper finds that there is full mediation through meaningful work on both the outcome behaviors. Research limitations/implications: The findings will encourage researchers to link various salesperson outcomes such as ethical sales behavior, salesperson service behavior, and so on to spirituality. Practical implications: The findings can provide some relevant inputs for sales leadership actions aimed at facilitating employees’ spiritual experiences. Originality/value: This is among the first few studies, as what the authors believe, in the sales literature to find out that spirituality and sales job not only can co-exist, but they do complement each other. © 2017, © Emerald Publishing Limited.
About the journal
JournalMarketing Intelligence and Planning
PublisherEmerald Group Publishing Ltd.
Open AccessNo