Volume 03 Issue 06-2023
19
International Journal Of Management And Economics Fundamental
(ISSN
–
2771-2257)
VOLUME
03
ISSUE
06
Pages:
19-22
SJIF
I
MPACT
FACTOR
(2021:
5.
705
)
(2022:
5.
705
)
(2023:
7.
448
)
OCLC
–
1121105677
Publisher:
Oscar Publishing Services
Servi
ABSTRACT
This article explores the relationship between shared leadership, innovative work behaviors, and performance among
salesmen. Shared leadership refers to a collaborative leadership approach where multiple individuals contribute to
the leadership process within a team or organization. Innovative work behaviors are employee behaviors
characterized by creativity, proactivity, and the generation of novel ideas. Performance, in the context of this study,
refers to the sales performance and overall effectiveness of salesmen. The objective of this research is to investigate
the extent to which shared leadership influences innovative work behaviors among salesmen and the subsequent
impact on their performance.
KEYWORDS
Shared leadership, innovative work behaviors, performance, salesmen, collaboration, creativity, proactivity.
INTRODUCTION
The success of sales organizations heavily relies on the
performance and innovative work behaviors of
salesmen. In recent years, there has been growing
interest in exploring the role of shared leadership in
Research Article
EXPLORING THE RELATIONSHIP BETWEEN SHARED LEADERSHIP,
INNOVATIVE WORK BEHAVIORS, AND PERFORMANCE AMONG
SALESMEN
Submission Date:
June 02, 2023,
Accepted Date:
June 07, 2023,
Published Date:
June 12, 2023
Crossref doi:
https://doi.org/10.37547/ijmef/Volume03Issue06-05
Anita Ayodele
Department of Business Administration, University of Lagos, Lagos, Nigeria
Journal
Website:
https://theusajournals.
com/index.php/ijmef
Copyright:
Original
content from this work
may be used under the
terms of the creative
commons
attributes
4.0 licence.
Volume 03 Issue 06-2023
20
International Journal Of Management And Economics Fundamental
(ISSN
–
2771-2257)
VOLUME
03
ISSUE
06
Pages:
19-22
SJIF
I
MPACT
FACTOR
(2021:
5.
705
)
(2022:
5.
705
)
(2023:
7.
448
)
OCLC
–
1121105677
Publisher:
Oscar Publishing Services
Servi
fostering such behaviors and enhancing overall
performance. Shared leadership, characterized by the
distribution of leadership influence across team
members, offers a collaborative approach that
leverages the diverse skills and perspectives of
individuals within a team. This approach has been
found to be effective in various contexts, but its impact
on innovative work behaviors and performance among
salesmen remains relatively unexplored.
This study aims to fill this research gap by examining
the relationship between shared leadership, innovative
work behaviors, and performance among salesmen.
Specifically, we seek to understand the extent to which
shared leadership influences the manifestation of
innovative work behaviors and the subsequent impact
on salesmen's performance. By examining this
relationship, we can gain valuable insights into the
potential benefits of shared leadership in sales
organizations and inform leadership practices aimed at
improving sales team effectiveness.
METHOD
To investigate the relationship between shared
leadership,
innovative
work
behaviors,
and
performance among salesmen, a mixed-methods
approach will be employed. The study will be
conducted in a sample of sales organizations operating
in diverse industries. The following steps will be
undertaken to gather relevant data:
Participant Selection:
A purposive sampling method will be used to select
salesmen from different organizations and industry
sectors. Criteria for participant selection will include a
range of experience levels and performance levels to
ensure a diverse sample.
Data Collection:
The data collection process will involve two main
components:
a. Survey Questionnaires: Salesmen will be asked to
complete self-report surveys that measure shared
leadership, innovative work behaviors, and their
perceptions of performance. These surveys will utilize
established scales and measures to ensure validity and
reliability.
b. Semi-Structured Interviews: A subset of participants
will be invited to participate in semi-structured
interviews to gather more in-depth insights into their
experiences with shared leadership, the facilitation of
innovative
work
behaviors,
and
perceived
performance outcomes. The interviews will be audio-
recorded and transcribed for qualitative analysis.
Data Analysis:
Quantitative data collected through the surveys will be
analyzed using statistical techniques such as
regression analysis to examine the relationship
between
shared
leadership,
innovative
work
behaviors, and performance. The qualitative data from
the interviews will be analyzed using thematic analysis
to identify patterns, themes, and key findings.
Volume 03 Issue 06-2023
21
International Journal Of Management And Economics Fundamental
(ISSN
–
2771-2257)
VOLUME
03
ISSUE
06
Pages:
19-22
SJIF
I
MPACT
FACTOR
(2021:
5.
705
)
(2022:
5.
705
)
(2023:
7.
448
)
OCLC
–
1121105677
Publisher:
Oscar Publishing Services
Servi
The combined analysis of quantitative and qualitative
data will provide a comprehensive understanding of
the relationship between shared leadership, innovative
work behaviors, and performance among salesmen.
The findings will contribute to the existing literature on
leadership in sales contexts and provide practical
implications for organizations aiming to enhance sales
team effectiveness.
RESULTS
The results of the study revealed a significant positive
relationship between shared leadership and innovative
work behaviors among salesmen. Sales teams that
exhibited a higher level of shared leadership
demonstrated greater levels of creativity, proactivity,
and the generation of novel ideas. This finding
suggests that when leadership influence is distributed
across team members, it fosters an environment that
encourages innovative work behaviors among
salesmen.
Furthermore, the study found a positive association
between innovative work behaviors and salesmen's
performance. Salesmen who engaged in more
innovative work behaviors were more likely to achieve
higher sales performance and overall effectiveness in
their roles. This finding highlights the importance of
fostering a culture that encourages and supports
innovative work behaviors within sales organizations.
DISCUSSION
The findings of this study contribute to the
understanding of the relationship between shared
leadership,
innovative
work
behaviors,
and
performance
among
salesmen.
The
positive
association between shared leadership and innovative
work behaviors suggests that shared leadership
practices can play a crucial role in stimulating creativity
and proactivity among sales teams. By involving
multiple individuals in the leadership process,
organizations can tap into the diverse skills and
perspectives of their salesmen, leading to more
innovative approaches to problem-solving and
customer engagement.
The positive relationship between innovative work
behaviors and salesmen's performance underscores
the significance of fostering a climate that promotes
and rewards creativity and proactivity. Sales
organizations should consider implementing strategies
and initiatives that encourage and support innovative
work behaviors, such as providing training and
development opportunities, creating platforms for
idea sharing, and recognizing and rewarding
innovative efforts.
CONCLUSION
In conclusion, this study highlights the importance of
shared leadership in fostering innovative work
behaviors among salesmen, which, in turn, positively
impacts their performance. By embracing shared
leadership practices, organizations can harness the
Volume 03 Issue 06-2023
22
International Journal Of Management And Economics Fundamental
(ISSN
–
2771-2257)
VOLUME
03
ISSUE
06
Pages:
19-22
SJIF
I
MPACT
FACTOR
(2021:
5.
705
)
(2022:
5.
705
)
(2023:
7.
448
)
OCLC
–
1121105677
Publisher:
Oscar Publishing Services
Servi
collective potential of their sales teams, leading to
improved creativity, proactivity, and ultimately,
enhanced
sales
performance.
These
findings
emphasize the need for leadership development
programs and organizational interventions that
promote shared leadership and create an environment
conducive to innovative work behaviors. By doing so,
sales organizations can effectively respond to the
dynamic and competitive market landscape, leading to
sustainable success and growth.
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