Abstract
Given the importance of adaptive selling for customer satisfaction and customer loyalty and the scarcity of research on the role of leadership in shaping salespeople’s adaptive-selling behavior, building mainly on the conservation of resources theory, the present study proposes that spiritual leadership is positively associated with salesperson adaptive-selling behavior, directly and indirectly, via salesperson resilience. Furthermore, we hypothesize salesperson political skill as a boundary condition of the direct relationship between spiritual leadership and salesperson resilience and the indirect relationship between spiritual leadership and adaptive selling. Our results, based on time-lagged and two-source survey data collected from 505 supervisor-salesperson dyads, support the proposed relationships. Our findings offer several important practical suggestions that can help managers develop appropriate interventions for improving salespeople’s resilience and encourage them to engage in adaptive-selling behaviors.
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