When leader-member exchange (LMX) enables employee thriving and cross-selling: An approach-avoidance perspective to unravel the impact of contextualized LMX

UM > Faculty of Business Administration > DEPARTMENT OF MANAGEMENT AND MARKETING

Status	已發表Published
	When leader-member exchange (LMX) enables employee thriving and cross-selling: An approach-avoidance perspective to unravel the impact of contextualized LMX
	Xu, A. J.; Loi, R.; Chow, W. C.
	2017-06-01
Source Publication	The 10th Asia Academy of Management and 10th Taiwan Academy of Management Conference
Abstract	Drawing upon approach-avoidance motivational framework of self-regulation, we propose a multi-level model that examines the contextual influence of store manger’s person-organization (P-O) fit, store’s crowding, and team’s negative affective tone, on the individual-level process linking leader-member exchange (LMX) to employee cross-selling via thriving at work. Using three-wave data collected from customer contact employees and their store managers in 211 stores of a retail chain, we found support that LMX serves as an important relational resource to instigate employees’ thriving, which in turn, motivates their engagement in cross-selling. Multi-level moderated mediation analyses further demonstrated that store manager’s P-O fit enhances, whereas store crowding and team negative affective tone constrain, the positive impact of LMX on cross-selling via thriving. This study takes a pioneering role to highlight the importance of contextualizing LMX so as to better understand its bearings on individuals’ psychological well-being and behaviors. Theoretical and practical implications for management and service marketing literature are discussed.
Keyword	Approach-avoidance Cross-selling Crowding Leader-member exchange (LMX) Person-organization fit Team negative affective tone Thriving
Language	英語English
The Source to Article	PB_Publication
PUB ID	32075
Document Type	Conference paper
Collection	DEPARTMENT OF MANAGEMENT AND MARKETING
Recommended Citation GB/T 7714	Xu, A. J.,Loi, R.,Chow, W. C.. When leader-member exchange (LMX) enables employee thriving and cross-selling: An approach-avoidance perspective to unravel the impact of contextualized LMX[C], 2017.
APA	Xu, A. J.., Loi, R.., & Chow, W. C. (2017). When leader-member exchange (LMX) enables employee thriving and cross-selling: An approach-avoidance perspective to unravel the impact of contextualized LMX. The 10th Asia Academy of Management and 10th Taiwan Academy of Management Conference.

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