Getting it Done! The Role of Micro-Dispositional Sources of Managerial Discretion

When leaders are marketers: a duality perspective on the effect of openness to experience on marketing behaviors and the moderating role of bottom-line mentality

“…The results regarding bottomline mentality also expand the duality framework's consideration of leader characteristics that inhibit the relationship between enabling traits (i.e., openness to experience) and strategic behavior. The results ultimately contribute to the growing body of literature on the duality framework that considers a range of moderating leader characteristics (e.g., political orientation; Gupta et al, 2019), and broadens our understanding of how leader characteristics interact to predict innovative strategic outcomes.…”

“…Characteristics that similarly capture a leader’s ability to focus on long-term strategic objectives in an uncertain domain may also enable their engagement in marketing, and additional characteristics that are focused on traditional ways of conducting business may also inhibit these relationships (Hermann & Nadkarni, 2014 ). For example, CEOs with a liberal political orientation are more likely to engage in corporate responsibility initiatives, and this effect is weakened when leaders are low in narcissism (Gupta et al, 2019 ). Similar relationships pertaining to the extent to which leaders are likely to engage in strategic marketing may also exist for non-executive leaders.…”

“…Consistent with other work that utilizes a duality framework (e.g. Gupta et al, 2019 ), in addition to exploring the enabling role of leader personality (i.e. openness to experience), we also consider a non-personality leader characteristic that captures a risk-averse, short-term focus (Greenbaum et al, 2020 ).…”

“…When considering factors that influence organizational performance, researchers have recognized the important role of top management teams’ personalities and other leader characteristics in enacting long-term organizational strategies. For example, CEO characteristics have been found to influence organizations’ engagement in strategic initiatives (Chatterjee & Hambrick, 2007 ; Gamache et al, 2015 ; Gerstner et al, 2013 ; Gupta et al, 2019 ; Hermann & Nadkarni, 2014 ; Hiller & Hambrick, 2005 ; Nadkarni & Chen, 2013 ). In particular, leader personality traits, such as CEOs’ openness to experience (i.e.…”