Fostering service-sales ambidexterity: The cross-level influence of self-sacrificial leadership through social exchange mechanisms

IF 2.1 4区 心理学 Q2 PSYCHOLOGY, EXPERIMENTAL Acta Psychologica Pub Date : 2025-02-16 DOI:10.1016/j.actpsy.2025.104799
Caisheng Liao , Faqiang Wang , Shuhua Li , Panzhen Zhao , Wanting Wu , Zhenwen Zheng , Long Shi
{"title":"Fostering service-sales ambidexterity: The cross-level influence of self-sacrificial leadership through social exchange mechanisms","authors":"Caisheng Liao ,&nbsp;Faqiang Wang ,&nbsp;Shuhua Li ,&nbsp;Panzhen Zhao ,&nbsp;Wanting Wu ,&nbsp;Zhenwen Zheng ,&nbsp;Long Shi","doi":"10.1016/j.actpsy.2025.104799","DOIUrl":null,"url":null,"abstract":"<div><div>In the increasingly competitive service industry, organizations require frontline employees to deliver customer service while simultaneously driving sales to enhance overall performance. However, employees face significant challenges in balancing these dual tasks. Grounded in social exchange theory, this study adopts a cross-level analysis to examine how group-level self-sacrificial leadership fosters employees' service-sales ambidextrous behavior through leader-member exchange (LMX), harmonious passion and shared vision. Employing structural equation modeling on data collected from 312 employees and their leaders across 20 companies, the findings reveal that self-sacrificial leadership directly promotes service-sales ambidextrous behavior and exerts an indirect influence through LMX and harmonious passion. Moreover, a shared vision within groups significantly enhances the positive effects of LMX and harmonious passion on employees' ambidextrous behavior. These findings highlight key mechanisms underlying the development of service-sales ambidextrous behavior and offer practical insights for organizations to foster flexibility and improve performance in dynamic and high-pressure environments.</div></div>","PeriodicalId":7141,"journal":{"name":"Acta Psychologica","volume":"254 ","pages":"Article 104799"},"PeriodicalIF":2.1000,"publicationDate":"2025-02-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Acta Psychologica","FirstCategoryId":"102","ListUrlMain":"https://www.sciencedirect.com/science/article/pii/S000169182500112X","RegionNum":4,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q2","JCRName":"PSYCHOLOGY, EXPERIMENTAL","Score":null,"Total":0}
引用次数: 0

Abstract

In the increasingly competitive service industry, organizations require frontline employees to deliver customer service while simultaneously driving sales to enhance overall performance. However, employees face significant challenges in balancing these dual tasks. Grounded in social exchange theory, this study adopts a cross-level analysis to examine how group-level self-sacrificial leadership fosters employees' service-sales ambidextrous behavior through leader-member exchange (LMX), harmonious passion and shared vision. Employing structural equation modeling on data collected from 312 employees and their leaders across 20 companies, the findings reveal that self-sacrificial leadership directly promotes service-sales ambidextrous behavior and exerts an indirect influence through LMX and harmonious passion. Moreover, a shared vision within groups significantly enhances the positive effects of LMX and harmonious passion on employees' ambidextrous behavior. These findings highlight key mechanisms underlying the development of service-sales ambidextrous behavior and offer practical insights for organizations to foster flexibility and improve performance in dynamic and high-pressure environments.
查看原文
分享 分享
微信好友 朋友圈 QQ好友 复制链接
本刊更多论文
求助全文
约1分钟内获得全文 去求助
来源期刊
Acta Psychologica
Acta Psychologica PSYCHOLOGY, EXPERIMENTAL-
CiteScore
3.00
自引率
5.60%
发文量
274
审稿时长
36 weeks
期刊介绍: Acta Psychologica publishes original articles and extended reviews on selected books in any area of experimental psychology. The focus of the Journal is on empirical studies and evaluative review articles that increase the theoretical understanding of human capabilities.
期刊最新文献
Editorial Board Leadership, institutional autonomy, and cross-sector collaboration: Catalysts for change in a survey of China's public sector employees When giving social support is beneficial for well-being? Differentiation and integration: The addressee perspective-taking strategy in three-party conversation Autonomy and risk perception in Congo Basin developmental systems
×
引用
GB/T 7714-2015
复制
MLA
复制
APA
复制
导出至
BibTeX EndNote RefMan NoteFirst NoteExpress
×
×
提示
您的信息不完整,为了账户安全,请先补充。
现在去补充
×
提示
您因"违规操作"
具体请查看互助需知
我知道了
×
提示
现在去查看 取消
×
提示
确定
0
微信
客服QQ
Book学术公众号 扫码关注我们
反馈
×
意见反馈
请填写您的意见或建议
请填写您的手机或邮箱
已复制链接
已复制链接
快去分享给好友吧!
我知道了
×
扫码分享
扫码分享
Book学术官方微信
Book学术文献互助
Book学术文献互助群
群 号:481959085
Book学术
文献互助 智能选刊 最新文献 互助须知 联系我们:info@booksci.cn
Book学术提供免费学术资源搜索服务,方便国内外学者检索中英文文献。致力于提供最便捷和优质的服务体验。
Copyright © 2023 Book学术 All rights reserved.
ghs 京公网安备 11010802042870号 京ICP备2023020795号-1