Vision-based leaders and their followers in retail stores: Relationships and consequences in Australia

Abstract

Leaders are exhorted to espouse vision, but little is known about how vision is used by leaders in Australian retail stores. The present study tested relationships between store manager passion for vision, motivation of staff and use of vision among staff, and leadership outcomes of staff and customer satisfaction in Australian apparel retail stores. Stores with vision are associated with higher staff satisfaction and more frequent use of vision among staff. Store manager passion directly predicts improvements in motivation of staff, use of vision among staff and staff satisfaction. Motivation of staff directly predicts enhanced staff satisfaction, while use of vision among staff directly predicts improved staff and customer satisfaction.