TY - JOUR
T1 - When creativity enhances sales effectiveness
T2 - The moderating role of leader-member exchange
AU - Martinaityte, I.
AU - Sacramento, C.A.
PY - 2013/10/1
Y1 - 2013/10/1
N2 - This study extends research on creativity by exploring the boundary conditions of the creativity-job effectiveness relationship. Building on social exchange theory, we argue that the extent to which employee creativity is related to sales-an objective work effectiveness measure-depends on the quality of leader-member exchange (LMX). We hypothesize that the relationship between creativity and sales is significant and positive when LMX is high, but not when LMX is low. Hierarchical linear modelling analysis provided support for the interaction hypothesis in a sample of 151 sales agents and 26 supervisors drawn from both pharmaceutical and insurance companies. Results showed that sales agents who were more creative generated higher sales only when they had high-quality LMX. An ad hoc qualitative study provided a more detailed understanding of the moderator role played by LMX.
AB - This study extends research on creativity by exploring the boundary conditions of the creativity-job effectiveness relationship. Building on social exchange theory, we argue that the extent to which employee creativity is related to sales-an objective work effectiveness measure-depends on the quality of leader-member exchange (LMX). We hypothesize that the relationship between creativity and sales is significant and positive when LMX is high, but not when LMX is low. Hierarchical linear modelling analysis provided support for the interaction hypothesis in a sample of 151 sales agents and 26 supervisors drawn from both pharmaceutical and insurance companies. Results showed that sales agents who were more creative generated higher sales only when they had high-quality LMX. An ad hoc qualitative study provided a more detailed understanding of the moderator role played by LMX.
UR - http://www.scopus.com/inward/record.url?scp=84884730734&partnerID=8YFLogxK
U2 - 10.1002/job.1835
DO - 10.1002/job.1835
M3 - Article
AN - SCOPUS:84884730734
SN - 0894-3796
VL - 34
SP - 974
EP - 994
JO - Journal of Organizational Behavior
JF - Journal of Organizational Behavior
IS - 7
ER -