Skip to main content
SpringerLink
Log in

The role of leadership in salespeople’s price negotiation behavior

  • Original Empirical Research
  • Published:
Journal of the Academy of Marketing Science Aims and scope Submit manuscript

Abstract

Salespeople assume a key role in defending firms’ price levels in price negotiations with customers. The degree to which salespeople defend prices should critically depend upon their leaders’ influence. However, the influence of leadership on salespeople’s price defense behavior is barely understood, conceptually or empirically. Therefore, building on social learning theory, the authors propose that salespeople might adopt their leaders’ price defense behavior given a transformational leadership style. Furthermore, drawing on the contingency leadership perspective, the authors argue that this adoption fundamentally depends on three variables deduced from the motivation–ability–opportunity (MAO) framework, that is, salespeople’s learning motivation, negotiation efficacy, and perceived customer lenience. Results of a multi-level model using data from 92 salespeople and 264 salesperson–customer interactions confirm these predictions. The first to explore contingencies of salespeople’s adoption of their transformational leaders’ price negotiation behaviors, this study extends marketing theory and provides actionable guidance to practitioners.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Fig. 1
Fig. 2
Fig. 3

Similar content being viewed by others

Notes

  1. Following prior works in this literature stream, we do not take a normative stance on the question whether salespeople should or should not grant discounts to customers. Instead, our work is of explicative nature and aims to improve our understanding of the factors that factually drive salespeople’s price defense.

  2. An alternative hypothesis may be that a salesperson whose negotiation efficacy is low may imitate a leader’s price defense in search for orientation and improvement. However, if negotiation efficacy is low, the salesperson may try to learn with lower self-regulation and higher stress, which decreases learning success (Zimmerman 2000). Thus, we expect the net moderating effect of negotiation efficacy to be positive.

References

  • Ahearne, M., Mathieu, J., & Rapp, A. (2005). To empower or not to empower your sales force? an empirical examination of the influence of leadership empowerment behavior on customer satisfaction and performance. Journal of Applied Psychology, 90(5), 945–955.

    Google Scholar 

  • Alavi, S., Wieseke, J., & Guba, J. H. (2016). Saving on discounts through accurate sensing – salespeople's estimations of customer price importance and their effects on negotiation success. Journal of Retailing, 92(1), 40–55.

    Google Scholar 

  • Alexander, J. F., Schul, P. L., & Babakus, E. (1991). Analyzing interpersonal communications in industrial marketing negotiations. Journal of the Academy of Marketing Science, 19(2), 129–139.

    Google Scholar 

  • Antonakis, J., Fenley, M., & Liechti, S. (2011). Can charisma be taught? Tests of two interventions. Academy of Management Learning & Education, 10(3), 374–396.

    Google Scholar 

  • Avolio, B. J. (2007). Promoting more integrative strategies for leadership theory-building. American Psychologist, 62(1), 25–33.

    Google Scholar 

  • Avolio, B. J., Bass, B. M., & Jung, D. I. (1999). Re-examining the components of transformational and transactional leadership using the multifactor leadership questionnaire. Journal of Occupational and Organizational Psychology, 72(4), 441–462.

    Google Scholar 

  • Bagozzi, R. P., & Yi, Y. (1988). On the evaluation of structural equation models. Journal of the Academy of Marketing Science, 16(1), 74–94.

    Google Scholar 

  • Bandura, A. (1969a). Social learning of moral judgments. Journal of Personality and Social Psychology, 11(3), 275–279.

    Google Scholar 

  • Bandura, A. (1969b). Social-Learning Theory of Identificatory Processes. In D. A. Goslin (Ed.), Handbook of Socialization: Theory and Research (pp. 213–262). Chicago: Rand McNally.

    Google Scholar 

  • Bandura, A. (1971). Social Learning Theory. New York: General Learning Press.

    Google Scholar 

  • Bandura, A. (1977). Self-efficacy: toward a unify theory of behavioural change. Psychological Review, 84(2), 191–215.

    Google Scholar 

  • Bandura, A. (1997). Self-efficacy: The exercise of control. New York: W H Freeman/Times Books/Henry Holt & Co.

  • Bass, B. M. (1985). Leadership and Performance Beyond Expectations. New York: Free Press.

    Google Scholar 

  • Bass, B. M., & Riggio, R. E. (2006). Transformational leadership. Mahwah: L. I Lawrence Erlbaum.

  • Bhardwaj, P. (2001). Delegating pricing decisions. Marketing Science, 20(2), 143–169.

    Google Scholar 

  • Blanchard, S. J., Carlson, K. A., & Hyodo, J. D. (2016). The favor request effect: requesting a favor from consumers to seal the deal. Journal of Consumer Research, 42(6), 985–1001.

    Google Scholar 

  • Boichuk, J. P., Bolander, W., Hall, Z. R., Ahearne, M., Zahn, W. J., & Nieves, M. (2014). Learned helplessness among newly hired salespeople and the influence of leadership. Journal of Marketing, 78(1), 95–111.

    Google Scholar 

  • Brett, J. M., Friedman, R., & Behfar, K. (2009). How to manage your negotiating team. Harvard Business Review, 87(9), 105–109.

    Google Scholar 

  • Brown, M. E., & Treviño, L. K. (2014). Do role models matter? An investigation of role modeling as an anecedent of perceived ethical leadership. Journal of Business Ethics, 122(4), 587–598.

    Google Scholar 

  • Chakrabarty, S., Brown, G., & Widing II, R. E. (2013). Distinguishing between the roles of customer-oriented selling and adaptive selling in managing dysfunctional conflict in buyer–seller relationships. Journal of Personal Selling & Sales Management, 33(3), 245–260.

    Google Scholar 

  • Colbert, A. E., Kristof-Brown, A. L., Bradley, B. H., & Barrick, M. R. (2008). CEO transformational leadership: The role of goal importance congruence in top management teams. Academy of Management Journal, 51(1), 81–96.

    Google Scholar 

  • Conger, J. A., & Kanungo, R. N. (1987). Toward a behavioral theory of charismatic leadership in organizational settings. Academy of Management Review, 12(4), 637–647.

    Google Scholar 

  • Consumer Reports. (2016). Why haggling for your next car really pays. Retrieved July 27, 2016 from http://www.consumerreports.org/used-car-buying/why-haggling-for-your-next-car-really-pays/

  • CSO Insights. (2011). 2011 Sales performance optimization benchmark. Littleton: Miller Heiman Group.

  • CSO Insights. (2014). Sales management optimization study: 2014 key trend analysis. Littleton: Miller Heiman Group.

  • Darke, P. R., & Dahl, D. W. (2003). Fairness and discounts: The subjective value of a bargain. Journal of Consumer Psychology, 13(3), 328–338.

    Google Scholar 

  • De Dreu, C. K. W., & van Kleef, G. A. (2004). The influence of power on the information search, impression formation, and demands in negotiation. Journal of Experimental Social Psychology, 40, 303–319.

    Google Scholar 

  • Deeter-Schmelz, D. R., & Ramsey, R. (1995). A Conceptualization of the Functions and Roles of Formalized Selling and Buying Teams. Journal of Personal Selling & Sales Management, 15(2), 47–60.

    Google Scholar 

  • Den Hartog, D. N., & Belschak, F. D. (2012). When does transformational leadership enhance employee proactive behavior? The role of autonomy and role breadth self-efficacy. Journal of Applied Psychology, 97(1), 194–202.

    Google Scholar 

  • Desai, P. S., & Purohit, D. (2004). “Let me talk to my manager”: Haggling in a competitive environment. Marketing Science, 23(2), 219–233.

    Google Scholar 

  • Dubinsky, A. J., Yammarino, F., Jolson, M. A., & Spangler, W. D. (1995). Transformational leadership: an initial investigation in sales management. Journal of Personal Selling & Sales Management, 15(2), 17–31.

    Google Scholar 

  • Dwyer, F. R., Schurr, P. H., & Oh, S. (1987). Developing buyer-seller relationships. Journal of Marketing, 11–27.

  • Evans, K. R., & Beltramini, R. F. (1987). A theoretical model of consumer negotiated pricing: an orientation perspective. Journal of Marketing, 51(2), 58–73.

    Google Scholar 

  • Fiedler, F. E. (1978). The contingency model and the dynamics of the leadership process. Advances in Experimental Social Psychology, 11, 59–112.

    Google Scholar 

  • Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39–50.

    Google Scholar 

  • Frenzen, H., Hansen, A.-K., Krafft, M., Mantrala, M. K., & Schmidt, S. (2010). Delegation of pricing authority to the sales force: an agency-theoretic perspective of its determinants and impact on performance. International Journal of Research in Marketing, 27(1), 58–68.

    Google Scholar 

  • Furst, S. A., & Cable, D. M. (2008). Employee resistance to organizational change: managerial influence tactics and leader-member exchange. Journal of Applied Psychology, 93(2), 453.

    Google Scholar 

  • Galinat, W. H., & Müller, G. F. (1988). Verbal responses to different bargaining strategies: a content analysis of real life buyer seller interaction. Journal of Applied Social Psychology, 18(2), 160–178.

    Google Scholar 

  • Ganesan, S. (1993). Negotiation strategies and the nature of channel relationships. Journal of Marketing Research, 30(2), 183–203.

    Google Scholar 

  • Ganzach, Y. (1997). Misleading interaction and curvilinear terms. Psychological Methods, 2(3), 235–247.

    Google Scholar 

  • Graen, G. B., & Uhl-Bien, M. (1995). Relationship-based approach to leadership: Development of leader-member exchange (LMX) theory of leadership over 25 years: Applying a multi-level multi-domain perspective. The Leadership Quarterly, 6(2), 219–247.

    Google Scholar 

  • Gramzow, R. H., Elliot, A. J., Asher, E., & McGregor, H. A. (2003). Self-evaluation bias and academic performance: Some ways and some reasons why. Journal of Research in Personality, 37(2), 41–61.

    Google Scholar 

  • Grewal, R., Chandrashekaran, M., Johnson, J. L., & Mallapragada (2013). Environments, unobserved heterogeneity, and the effect of market orientation on outcomes for high-tech firms. Journal of the Academy of Marketing Science, 41, 206–233.

  • Hackman, J. R., & Oldham, G. R. (1975). Development of the job diagnostic survey. Journal of Applied Psychology, 60(2), 159.

    Google Scholar 

  • Hansen, A.-K., Joseph, K., & Krafft, M. (2008). Price delegation in sales organizations: An empirical investigation. Business Research, 1(1), 94–104.

    Google Scholar 

  • Harvey, P., & Martinko, M. J. (2009). An empirical examination of the role of attributions in psychological entitlement and its outcomes. Journal of Organizational Behavior, 30(4), 459–476.

    Google Scholar 

  • Herbst, U., Voeth, M., & Meister, C. (2011). What do we know about buyer-seller negotiations in marketing research? a status quo analysis. Industrial Marketing Management, 40(6), 967–978.

    Google Scholar 

  • Hofmann, D. A., & Gavin, M. B. (1998). Centering decisions in hierarchical linear models: Implications for research in organizations. Journal of Management, 24(5), 623–641.

    Google Scholar 

  • Homburg, C., Wieseke, J., & Bornemann, T. (2009). Implementing the marketing concept at the employee–customer interface: The role of customer need knowledge. Journal of Marketing, 73(4), 64–81.

    Google Scholar 

  • Homburg, C., Wieseke, J., & Kühnl, C. (2010). Social influence on salespeople’s adoption of sales technology: A multilevel analysis. Journal of the Academy of Marketing Science, 38(2), 159–168.

    Google Scholar 

  • Homburg, C., Jensen, O., & Hahn, A. (2012). How to organize pricing? vertical delegation and horizontal dispersion of pricing authority. Journal of Marketing, 76(5), 49–69.

    Google Scholar 

  • House, R. J. (1996). Path-goal theory of leadership: Lessons, legacy, and a reformulated theory. The Leadership Quarterly, 7(3), 323–352.

    Google Scholar 

  • Hox, J. J. (2010). Multilevel Analysis: Techniques and Application (2nd ed.). New York: Routledge/Taylor & Francis Group.

    Google Scholar 

  • Huang, C.-C., Liang, W.-Y., Lai, Y.-H., & Lin, Y.-C. (2010). The agent-based negotiating process for B2C e-commerce. Expert Systems with Applications, 37(2010), 348–359.

    Google Scholar 

  • Hüffmeier, J., Freund, P. A., Zerres, A., Backhaus, M., & Hertel, G. (2014). Being tough or being nice? A meta-analysis on hard- and softline strategies in distributive negotiations. Journal of Management, 40(3), 866–892.

    Google Scholar 

  • Hughes, D. E., & Ahearne, M. (2010). Energizing the reseller's sales force: The power of brand identification. Journal of Marketing, 74(4), 81–96.

    Google Scholar 

  • Hunter, S. T., Bedell-Avers, K. E., & Mumford, M. D. (2007). The typical leadership study: Assumptions, implications, and potential remedies. The Leadership Quarterly, 18(5), 435–446.

    Google Scholar 

  • Ingram, T. N., LaForge, R. W., Locander, W. B., MacKenzie, S. B., & Podsakoff, P. M. (2005). New directions in sales leadership research. Journal of Personal Selling & Sales Management, 25(2), 137–154.

    Google Scholar 

  • Jaramillo, F., & Mulki, J. P. (2008). Sales effort: The intertwined roles of the leader, customer, and the salesperson. Journal of Personal Selling & Sales Management, 28(1), 37–51.

    Google Scholar 

  • Jaworski, B. J., & Kohli, A. K. (1993). Market orientation: Antecedents and consequences. Journal of Marketing, 57(3), 53–70.

    Google Scholar 

  • Joseph, K. (2001). On the optimality of delegating pricing authority to the sales force. Journal of Marketing, 65(1), 62–70.

    Google Scholar 

  • Kim, P. H., Pinkley, R. L., & Fragale, A. R. (2005). Power dynamics in negotiation. Academy of Management Review, 30(4), 799–822.

    Google Scholar 

  • Kirschner, P. A. (2002). Cognitive load theory: Implications of cognitive load theory on the design of learning. Learning and Instruction, 12, 1–10.

    Google Scholar 

  • Krafft, M., Albers, S., & Lal, R. (2004). Relative explanatory power of agency theory and transaction cost analysis in German salesforces. International Journal of Research in Marketing, 21(3), 265–283.

    Google Scholar 

  • Kraus, F., Haumann, T., Ahearne, M., & Wieseke, J. (2015). When sales managers and salespeople disagree in the appreciation for their firm: The phenomenon of organizational identification tension. Journal of Retailing, 91(3), 486–515.

    Google Scholar 

  • Kumar, V., Dixit, A., Javalgi, G., & Dass, M. (2016). Research framework, strategies, and applications of intelligent agent technologies (IATs) in marketing. Academy of Marketing Science Journal, 44(1), 24.

    Google Scholar 

  • Kwon, S., & Weingart, L. R. (2004). Unilateral concessions from the other party: concession behavior, attributions, and negotiation judgments. Journal of Applied Psychology, 89(2), 263.

    Google Scholar 

  • Lal, R. (1986). Delegating Pricing Responsibility to the Salesforce. Marketing Science, 5(2), 159–168.

    Google Scholar 

  • Lam, S. K., Kraus, F., & Ahearne, M. (2010). The diffusion of market orientation throughout the organization: A social learning theory perspective. Journal of Marketing, 74(5), 61–79.

    Google Scholar 

  • Li, N., Chiaburu, D. S., Kirkman, B. L., & Xie, Z. (2013). Spotlight on the followers: An examination of moderators of relationships between transformational leadership and subordinates’ citizenship and taking charge. Personnel Psychology, 66(1), 225–260.

    Google Scholar 

  • Lim, N., & Ham, S. (2014). Relationship Organization and Price Delegation: An Experimental Study. Management Science, 60(3), 586–605.

    Google Scholar 

  • MacKenzie, S. B., Podsakoff, P. M., & Rich, G. A. (2001). Transformational and Transactional Leadership and Salesperson Performance. Journal of the Academy of Marketing Science, 29(2), 115–134.

    Google Scholar 

  • Mael, F., & Ashforth, B. E. (1992). Alumni and their alma mater: A partial test of the reformulated model of organizational identification. Journal of Organizational Behavior, 13(2), 103–123.

    Google Scholar 

  • Marn, M. V., Roegner, E. V., & Zawada, C. C. (2004). The Price Advantage. Hoboken, New Jersey: Wiley Finance.

    Google Scholar 

  • Martin, C. A., & Bush, A. J. (2006). Psychological Climate, Empowerment, Leadership Style, and Customer-Oriented Selling: An Analysis of the Sales Manager-Salesperson Dyad. Journal of the Academy of Marketing Science, 34(3), 419–438.

    Google Scholar 

  • Mathieu, J., Ahearne, M., & Taylor, S. R. (2007). A longitudinal cross-level model of leader and salesperson influences on sales force technology use and performance. Journal of Applied Psychology, 92(2), 528.

    Google Scholar 

  • McFarland, R. G., Challagalla, G. N., & Shervani, T. A. (2006). Influence tactics for effective adaptive selling. Journal of Marketing, 70(4), 103–117.

    Google Scholar 

  • Menard, S. (1995). Applied Logistic Regression Analysis. Thousand Oaks, CA: Sage Publications.

    Google Scholar 

  • Mullins, R., & Syam, N. (2014). Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values. Journal of Personal Selling & Sales Management, 34(3), 188–205.

    Google Scholar 

  • Multon, K. D., Brown, S. D., & Lent, R. W. (1991). Relation of self-efficacy beliefs to academic outcomes: A meta-analytic investigation. Journal of Counseling Psychology, 18, 30–38.

    Google Scholar 

  • Netemeyer, R. G., Maxham III, J. G., & Lichtenstein, D. R. (2010). Store manager performance and satisfaction: effects on store employee performance and satisfaction, store customer satisfaction, and store customer spending growth. Journal of Applied Psychology, 95(3), 530–545.

  • Nunnally, J. (1978). Psychometric methods (2nd ed.). New York: McGraw-Hill.

    Google Scholar 

  • Oliver, R. L., & Anderson, E. (1994). An empirical test of the consequences of behavior-and outcome-based sales control systems. Journal of Marketing, 53–67.

  • Onyemah, V., Swain, S. D., & Hanna, R. (2010). A social learning perspective on sales technology usage: Preliminary evidence from an emerging economy. Journal of Personal Selling & Sales Management, 30(2), 131–142.

    Google Scholar 

  • Pajares, F., & Kranzler, J. (1995). Self-efficacy beliefs and general mental ability in mathematical problem-solving. Contemporary Educational Psychology, 20(4), 426–443.

    Google Scholar 

  • Panagopoulos, N. G., & Avlonitis, G. J. (2010). Performance implications of sales strategy: The moderating effects of leadership and environment. International Journal of Research in Marketing, 27(1), 46–57.

    Google Scholar 

  • Perdue, B. C., & Summers, J. O. (1991). Purchasing agents' use of negotiation strategies. Journal of Marketing Research, 175–189.

  • Piccolo, R. F., & Colquitt, J. A. (2006). Transformational leadership and job behaviors: The mediating role of core job characteristics. Academy of Management Journal, 49(2), 327–340.

    Google Scholar 

  • Pieterse, A. N., Van Knippenberg, D., Schippers, M., & Stam, D. (2010). Transformational and transactional leadership and innovative behavior: The moderating role of psychological empowerment. Journal of Organizational Behavior, 31(4), 609–623.

    Google Scholar 

  • Podsakoff, P. M., MacKenzie, S. B., & Bommer, W. H. (1996). Transformational leader behaviors and substitutes for leadership as determinants of employee satisfaction, commitment, trust, and organizational citizenship behaviors. Journal of Management, 22(2), 259–298.

    Google Scholar 

  • Raudenbush, S. W., & Bryk, A. S. (2002). Hierarchical Linear Models: Applications and Data Analysis Methods (Vol. Vol.1). Thousand Oaks, CA: Sage Publications.

    Google Scholar 

  • Rich, G. A. (1997). The sales manager as a role model: Effects on trust, job satisfaction, and performance of salespeople. Journal of the Academy of Marketing Science, 25(4), 319–328.

    Google Scholar 

  • Salomon, G. (1984). Television is" easy" and print is" tough": The differential investment of mental effort in learning as a function of perceptions and attributions. Journal of Educational Psychology, 76(4), 647–658.

    Google Scholar 

  • Schmitz, C. (2013). Group influences of selling teams on industrial salespeople’s cross-selling behavior. Journal of the Academy of Marketing Science, 41(1), 55–72.

    Google Scholar 

  • Schmitz, C., & Ganesan, S. (2014). Managing customer and organizational complexity in sales organizations. Journal of Marketing, 78(6), 59–77.

    Google Scholar 

  • Schunk, D. H. (1981). Modeling and attributional effects on children's achievement: A self-efficacy analysis. Journal of Educational Psychology, 73(1), 93–105.

    Google Scholar 

  • Schurr, P. H., & Ozanne, J. L. (1985). Influences on exchange processes: buyers' preconceptions of a seller's trustworthiness and bargaining toughness. Journal of Consumer Research, 11(4), 939–953.

    Google Scholar 

  • Schwepker Jr., C. H. (2017). Psychological ethical climate, leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance. Journal of Personal Selling & Sales Management, 37(1), 72–87.

    Google Scholar 

  • Shannahan, K., Bush, A. J., & Shannahan, R. J. (2013a). Are your salespeople coachable? how salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance. Journal of the Academy of Marketing Science, 41(1), 40–54.

    Google Scholar 

  • Shannahan, K. L., Shannahan, R. J., & Bush, A. J. (2013b). Salesperson coachability: What it is and why it matters. Journal of Business & Industrial Marketing, 28(5), 411–420.

    Google Scholar 

  • Shoemaker, M. E. (1999). Leadership practices in sales managers associated with the self-efficacy, role clarity, and job satisfaction of individual industrial salespeople. Journal of Personal Selling & Sales Management, 19(4), 1–19.

    Google Scholar 

  • Siemsen, E., Roth, A. V., & Balasubramanian, S. (2008). How motivation, opportunity, and ability drive knowledge sharing: The constraining-factor model. Journal of Operations Management, 26(3), 426–445.

    Google Scholar 

  • Sin, H. P., Nahrgang, J. D., & Morgeson, F. P. (2009). Understanding why they don’t see eye to eye: An examination of leader–member exchange (LMX) agreement. Journal of Applied Psychology, 94(4), 1048–1057.

    Google Scholar 

  • Slater, S. F., & Olson, E. M. (2000). Strategy type and performance: The influence of sales force management. Strategic Management Journal, 21(8), 813–829.

    Google Scholar 

  • Smith, B., Andras, T. L., & Rosenbloom, B. (2012). Transformational leadership: Managing the twenty first century sales force. Psychology and Marketing, 29(6), 434–444.

    Google Scholar 

  • Spiro, R. L., & Weitz, B. A. (1990). Adaptive selling: Conceptualization, measurement, and nomological validity. Journal of Marketing Research, 27(1), 61–69.

    Google Scholar 

  • Stephenson, R. P., Cron, W. L., & Frazier, G. L. (1979). Delegating pricing authority to the salesforce: the effects of sales and profit performance. Journal of Marketing, 43(1), 21–28.

    Google Scholar 

  • Sujan, H., Weitz, B. A., & Kumar, N. (1994). learning orientation, working smart, and effective selling. Journal of Marketing, 58(3), 39–52.

    Google Scholar 

  • Sweller, J. (1994). Cognitive load theory, learning difficulty, and instructional design. Learning and Instruction, 4(4), 295–312.

    Google Scholar 

  • Tyagi, P. K. (1985). Relative importance of key job dimensions and leadership behaviors in motivating salesperson work performance. Journal of Marketing, 49(3), 76–86.

    Google Scholar 

  • Van Merrienboer, J. J., & Sweller, J. (2005). Cognitive load theory and complex learning: Recent developments and future directions. Educational Psychology Review, 17(2), 147–177.

    Google Scholar 

  • Wayne, S. J., Shore, L. M., Bommer, W. H., & Tetrick, L. E. (2002). The role of fair treatment and rewards in perceptions of organizational support and leader-member exchange. Journal of Applied Psychology, 87(3), 590.

    Google Scholar 

  • Weinberg, C. B. (1975). An optimal commission plan for salesmen’s control over price. Management Science, 21(8), 937–943.

    Google Scholar 

  • Weinberg, C. B. (1978). Jointly optimal sales commissions for nonincome maximizing sales forces. Management Science, 24(12), 1252–1258.

    Google Scholar 

  • Weingart, L. R., Thompson, L. L., Bazerman, M. H., & Carroll, J. S. (1990). Tactical behavior and negotiation outcomes. International Journal of Conflict Management, 1(1), 7–31.

    Google Scholar 

  • Weitz, B. A. (1981). Effectiveness in sales interactions: a contingency framework. Journal of Marketing, 85–103.

  • Wieseke, J., Homburg, C., & Lee, N. (2008). Understanding the adoption of new brands through salespeople: A multilevel framework. Journal of the Academy of Marketing Science, 36(2), 278–291.

    Google Scholar 

  • Wieseke, J., Ahearne, M., Lam, S. K., & van Dick, R. (2009). The role of leaders in internal marketing: A multilevel examination through the lens of social identity theory. Journal of Marketing, 73(2), 123–145.

    Google Scholar 

  • Wieseke, J., Kraus, F., Alavi, S., & Kessler-Thönes, T. (2011). How leaders’ motivation transfers to customer service representatives. Journal of Service Research, 14(2), 214–233.

    Google Scholar 

  • Wieseke, J., Alavi, S., & Habel, J. (2014). Willing to pay more, eager to pay less: The role of customer loyalty in price negotiations. Journal of Marketing, 78(6), 17–37.

    Google Scholar 

  • Wilken, R., Cornelißen, M., Backhaus, K., & Schmitz, C. (2010). Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior. International Journal of Research in Marketing, 27(1), 69–82.

    Google Scholar 

  • Yukl, G., Seifert, C. F., & Chavez, C. (2008). Validation of the extended influence behavior questionnaire. The Leadership Quarterly, 19(5), 609–621.

    Google Scholar 

  • Yun, S., Cox, J., & Sims Jr., H. P. (2006). The forgotten follower: A contingency model of leadership and follower self-leadership. Journal of Managerial Psychology, 21(4), 374–388.

    Google Scholar 

  • Zenger, T. R., & Marshall, C. R. (2000). Determinants of incentive intensity in group-based rewards. Academy of Management Journal, 43(2), 149–163.

    Google Scholar 

  • Zetik, D. C., & Stuhlmacher, A. F. (2002). Goal setting and negotiation performance: A meta-analysis. Group Processes & Intergroup Relations, 5(1), 35–52.

    Google Scholar 

  • Zimmerman, B. J. (2000). Self-efficacy: An essential motive to learn. Contemporary Educational Psychology, 25(1), 82–91.

    Google Scholar 

  • Zimmerman, B. J., & Bandura, A. (1994). Impact of self-regulatory influences on writing course attainment. American Educational Research Journal, 31(4), 845–862.

    Google Scholar 

  • Zimmerman, B. J., Bandura, A., & Martinez-Pons, M. (1992). Self-motivation for academic attainment: The role of self-efficacy beliefs and personal goal setting. American Educational Research Journal, 29(3), 663–676.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Sales & Marketing Department, University of Bochum, Universitätsstraße 150, 44780, Bochum, Germany

    Sascha Alavi & Jan Wieseke

  2. ESMT European School of Management and Technology, Schlossplatz 1, 10178, Berlin, Germany

    Johannes Habel

  3. Bocconi School of Management, Via Bocconi 8, 20136, Milan, Italy

    Paolo Guenzi

Authors
  1. Sascha Alavi
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Johannes Habel
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. Paolo Guenzi
    View author publications

    You can also search for this author in PubMed Google Scholar

  4. Jan Wieseke
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Sascha Alavi.

Additional information

Michael Ahearne served as Area Editor for this article.

Electronic supplementary material

ESM 1

(DOCX 39 kb)

Appendix

Appendix

Table 4 ᅟ
Full size table

Rights and permissions

Reprints and permissions

About this article

Check for updates. Verify currency and authenticity via CrossMark

Cite this article

Alavi, S., Habel, J., Guenzi, P. et al. The role of leadership in salespeople’s price negotiation behavior. J. of the Acad. Mark. Sci. 46, 703–724 (2018). https://doi.org/10.1007/s11747-017-0566-1

Download citation

  • Received:

  • Accepted:

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1007/s11747-017-0566-1

Keywords

Search

Navigation