ABSTRACT
This paper examines the links between leadership styles, organizational identification, advertising evaluations and employees’ customer focus. Advertising contains information useful to employees in meeting customer needs. A model is proposed and tested using a sample of 65 salespersons from a service company. Data are analyzed through the use of Partial Least Squares (PLS). The results of this study showed that a transactional leadership stylesignificantly and positively influences organizational identification of salesperson. Organizational identification of salespersons significantly and positively influences advertising evaluations. Salespersons evaluate company’s advertising significantly and positively influence judgments of advertising effectiveness and salespersons express their pride. Pride significantly and positively influences salespersons to support customer-focused.
