Managerial latitude and adaptive selling: Important roles of salesperson perceived control and work centrality
基于资源保存理论，研究了管理自由裁量权对销售人员适应性销售行为的正向影响，发现感知控制起中介作用，工作中心性调节这一关系。
Based on the Conservation of Resources theory, we propose a positive relationship between managerial latitude and salespeople’s adaptive-selling behavior. We also propose salesperson perceived control as a relevant mediator and salesperson work centrality as an important boundary condition. Using time-lagged (three rounds, two months apart) data from 321 sales manager-employee dyads, the present work shows that managerial latitude positively influences adaptive selling, both directly and indirectly, via salesperson perceived control. Furthermore, our findings demonstrate that salesperson work centrality functions as a moderator of the direct association between managerial latitude and perceived control, as well as in the indirect link between managerial latitude and adaptive selling. The present study carries several important practical implications for organizations operating in different service and manufacturing sectors.