How abusive supervision and abusive supervisory climate influence salesperson creativity and sales team effectiveness in China
Abstract
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 salespeople 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.
Keywords
Acknowledgements
The authors would like to thank the National Natural Science Foundation of China (Grant Nos 71032003; 71472122; 71172109). The opinions expressed are those of the authors and do not represent views of the National Natural Science Foundation of China.
Citation
Jiang, W. and Gu, Q. (2016), "How abusive supervision and abusive supervisory climate influence salesperson creativity and sales team effectiveness in China", Management Decision, Vol. 54 No. 2, pp. 455-475. https://doi.org/10.1108/MD-07-2015-0302
Publisher
:Emerald Group Publishing Limited
Copyright © 2016, Emerald Group Publishing Limited