Research On The Effect Of Empowering Leadership On Adaptive Selling

Adaptive selling is the important criterion for measuring capacity of sales,is the important guarantee for company to win in the consumer-oriented market.The product in the market update frequently and the need of consumer different with each other.In the situation,adaptive selling behavior can make sales more accurate and flexible to fulfill consumers' need.Empowering leadership let employee do things as their own style,create a positive decision-making atmosphere,and enhance the confidence of the employees.So from the view of employee,empowering leadership is a investment behavior of company which will promote employees to have a positive attitude and behavior.Therefore,this paper mainly study the effect of empowering leadership on adaptive selling behavior process.Social exchange theory contend that all relationship come from social exchange,is a process of mutual reciprocity and mutual benefit.In employee-organization relationship,only employees feel that group are investing on them,can employees consider it as a valuable resource input.Only in this way employees will generate returns and changes in their behaviour.So empowering leadership must play its role by mediating effect of psychological empowerment.Some scholars pointed out that social exchange relationship itself can affect the behavior of employee.Leader-member exchange relationship based on social exchange theory,a high quality LMX can meet the needs for social emotions of employees which can make them show more autonomy at work.And in the process of maintaining the relationship,employees will grasp superior ability,more excellent professional quality,which will substantially affect their work behavior.People make decisions base on regulatory focus when they in the changing environment,so in this paper,I joined the regulatory focus as a moderator variable to make the model more specific and comprehensive.This study adopted SPSS19.0 and AMOS21.0 two data analysis software on the questionnaire data analysis include regression analysis?SEM and the reliability and validity analysis.The paper proved the mediating effect of psychological empowerment,also proved that positive regulatory focus can enhance the influence psychological empowerment hve to adaptive selling.But the empirical data did not support the moderating effect of defensive regulatory focus.The result of this paper will guiding function for training of sales and leaders.