Leader-follower interactions : relations with OCB and sales productivity

Zacher, Hannes & Jimmieson, Nerina L. (2013) Leader-follower interactions : relations with OCB and sales productivity. Journal of Managerial Psychology, 28(1), pp. 92-106.

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Based on substitutes for leadership theory, the aim of this study is to examine followers' learning goal orientation as a moderator of relationships among transformational leadership, organizational citizenship behavior (OCB) and sales productivity.


Data came from 61 food and beverage attendants of a casino, and were analyzed using regression analyses.


Transformational leadership was positively related to both OCB and sales productivity. Learning goal orientation moderated the relationship between transformational leadership and OCB, such that transformational leadership was more strongly related to OCB among followers with a low learning goal orientation than among followers with a high learning goal orientation.

Research limitations/implications

Limitations of the study include the small sample size and cross-sectional research design.

Practical implications

Organizations could train supervisors to practice a transformational leadership style and to take followers' learning goal orientation into account.


The findings of this study suggest that, with regard to OCB, a high learning goal orientation of followers may act as a “substitute” for low levels of leaders' transformational leadership.

Impact and interest:

7 citations in Scopus
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5 citations in Web of Science®

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ID Code: 71599
Item Type: Journal Article
Refereed: Yes
Keywords: Transformational leadership, Organizational citizenship behavior, Sales productivity, Learning goal orientation, Substitutes for leadership, Learning, Leadership, Goal orientation, Transactional leadership, Multiple-regression, Self-regulation, Performance, Substitutes, Work, Validity
DOI: 10.1108/02683941311298887
ISSN: 0268-3946
Divisions: Current > QUT Faculties and Divisions > QUT Business School
Current > Schools > School of Management
Copyright Owner: Copyright 2013 Emerald Group Publishing Limited
Deposited On: 14 May 2014 23:09
Last Modified: 29 Jan 2016 01:31

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