Crafting the sales job collectively in the tourism industry: The roles of charismatic leadership and collective person-group fit

Though collective job crafting has a potential role in shaping team outcomes in sales teams, inadequate attention has been paid to its contextual antecedents, particularly leadership. The primary purpose of our research is to examine the role of charismatic leadership in nurturing collective job crafting and in turn team performance. Participants for this study comprised 513 sales employees and 67 sales managers from tour companies operating in Vietnam. The results unveiled that collective crafting of sales job served as a mediator for the nexus between charismatic leadership and in-role as well as extra-role performance of sales teams. Furthermore, the effect of charismatic leadership on collective job crafting was moderated by collective person-group fit. The findings underscore the magnitude of building charismatic leadership to help sales teams to promote collective job crafting and enhance their performance. The paper concludes with practical strategies for charismatic leadership development, together with limitations and recommendations for future research.