Leadership style, salesperson's work effort and job performance: the influence of power distance

TLDR: In this paper, the authors explored the relationship among leadership styles and salespeople's attitudes and behaviours with data from salespeople in India with power distance measured at the individual level, and found that for employees' instrumental leadership is more effective in promoting employee effort and increasing job performance.

Abstract: As multinational organizations increase operations in emerging economies, firms need to understand how cultural values prevailing in a host country can influence leadership practices developed and practiced in Western economies. This study explores the relationships among leadership styles and salespeople's attitudes and behaviours with data from salespeople in India with power distance measured at the individual level. Results suggest that for employees' instrumental leadership is more effective in promoting employee effort and increasing job performance. In addition, the relationship between satisfaction with supervisor and turnover intentions is weaker or insignificant, while the relationship between satisfaction with supervisor and effort is stronger for employees in higher power distance organizations. The study highlights cultural sensitivities that need to be considered in formulating an effective leadership style in emerging market contexts.