How abusive supervision and abusive supervisory climate influence salesperson creativity and sales team effectiveness in China
How abusive supervision and abusive supervisory climate influence salesperson creativity and sales team effectiveness in China
复制标题
滥用监督和滥用监督氛围如何影响中国销售人员的创造力和销售团队的效率
DOI：
10.1108/md-07-2015-0302
复制
发表时间：
2016-01-01
影响因子：
4.6
通讯作者：
Gu, Qinxuan
中科院分区：
文献类型：
--
作者：
Jiang, Wan;Gu, Qinxuan
目的--采用社会信息加工理论和社会比较理论，研究了滥用性监督和滥用性监督氛围如何共同影响销售人员创造力、销售团队创造力，设计/方法/方式-该研究进行了分层线性建模和分层回归分析配对数据从102个销售团队，包括319销售-结果-在个人层面上，滥用监督通过心理安全对销售人员的创造力产生负面影响。虐待性监督气氛在虐待性监督与心理安全感的关系中具有跨水平的调节作用。在团队层面上，滥用监督的气氛是负相关的销售团队的创造力，通过平均销售人员的创造力和负相关的销售团队的业绩，通过销售团队creativity. Origality/value -这项研究增加了知识的滥用监督和滥用监督的气氛如何共同影响销售人员的心理安全和创造力。它还有助于滥用监督和创造力的文献，通过结合社会信息处理理论和社会比较理论，将滥用监督气氛和销售团队的创造力联系起来。
Purpose - Adopting the social information processing theory and social comparison theory, the purpose of this paper is to examine how abusive supervision and abusive supervisory climate jointly influence salesperson creativity, sales team creativity, and team performance.Design/methodology/approach - The study conducted hierarchical linear modeling and hierarchical regression to analyze the paired data from 102 sales teams comprising 319 sales-people and 102 managers.Findings - At the individual level, abusive supervision had negative effect on salesperson creativity via psychological safety. Abusive supervisory climate played a cross-level moderating role in the relationship between abusive supervision and psychological safety. At the team level, abusive supervisory climate was negatively related to sales team creativity via averaged salesperson creativity and negatively associated with sales team performance through sales team creativity.Originality/value - This study adds to knowledge of how abusive supervision and abusive supervisory climate jointly affect salesperson psychological safety and creativity. It also contributes to abusive supervision and creativity literature by linking abusive supervisory climate and sales team creativity by integrating social information processing theory and social comparison theory.