Linking shared leadership with pharmaceutical team sales performance in Pakistan: a dual mediation model

Abstract

Purpose The pharmaceutical retail industry faces leadership challenges, emphasizing the importance of a mechanism to support sales managers. This paper aims to demonstrate how shared leadership (SL) might improve team performance (TP), with knowledge sharing (KS) and psychological safety (PS) serving as dual mediation effects. Design/methodology/approach The authors used social learning theory (SLT) to support their hypotheses. Using a purposive sampling technique, 440 respondents (65 leaders and 375 team members) from 65 pharmaceutical sales teams in Pakistan were obtained through data collection from dyad sources. The authors also used partial least square-structured equation modeling (PLS-SEM) using SmartPLS 3.3.9 to assess the measurement model and the direct paths testing. The authors also used PROCESS macro version 4 to examine dual mediation effects. Findings The results revealed that SL does not directly impact TP; rather, it depends on the dual mediating mechanisms of KS and PS. Originality/value This is an initial attempt to establish a conceptual model based on SLT, with KS and PS acting as dual mediation mechanisms. This research contributes to the current knowledge of team leadership by concentrating on how SL approaches might promote TP in the pharmaceutical sector.

Factors affecting team performance: An empirical study of Indian GenY and GenZ cohorts

“…Following the above procedure, we employed a second aggregation test, depicting that teams differ based on the team members association. The intraclass correlation coefficients (ICC) derivation was employed to achieve this (Bliese and Halverson, 1998;Sabir et al, 2022). That consists of two categories, ICC[1] and ICC [2], and is based on the one-way ANOVA method.…”

Shared leadership and team performance in health care: how intellectual capital and team learning intervene in this relationship

“…Many studies have found a significant impact of SL on TP (Scott-Young et al, 2019;Han et al, 2021;Hsu, Li, & Sun, 2017;Zhu et al, 2018;Hans & Gupta, 2018;Saber, Shoukat, Shah, Selem, & Shaukat, 2022); however, the association between SL and TP can be established through IC. Two studies explored the mediating role of IC between knowledge-sharing activities and financial performance (Wang, Wang, & Liang, 2014) and between knowledgesharing and organizational performance (Iqbal et al, 2019).…”

Does injustice perception threaten organizational performance in the healthcare setting? A sequential mediation examination

“…Due to the nature of the PLS-SEM prediction orientation, new estimation techniques have been developed (Dash and Paul, 2021). PLS-SEM is a suitable approach that may be applied in a variety of industries, including healthcare, marketing, tourism and banking (Sabir et al, 2022;Selem et al, 2023;Shoukat et al, 2023a). Moreover, previous researchers in the business field have widely embraced PLS-based analysis due to its statistical robustness and ability to assess proposed relationships while estimating the suggested model (Becker et al, 2023;Hair et al, 2019).…”

“…Organizational performance (OP) is pivotal in the contemporary business era (Sabir et al , 2022). Subsequently, most studies have been conducted on factors enhancing OP, like knowledge sharing (Ali et al , 2019) and employee motivation (Kalogiannidis, 2021).…”

“…The concentration of healthcare resources in metropolitan areas makes it challenging for rural residents to get essential medical treatment. A large section of the population struggles to pay for necessary medical treatment and healthcare services, which is yet another major problem (Sabir et al , 2022). The Pakistani government has put in place a number of programs to increase access to and the quality of healthcare.…”