The purpose of this paper is to present how ethical leadership has a double-edged effect to influence emotional exhaustion and long-term customer relationship developments of employees in a sales management context through a latent growth model (LGM).,To test the LGM, data were collected by surveying 407 salespeople of a retail travel agency with 814 customers in Greater China at multiple points over an eight-month period.,This study found that, as salespeople perceived more ethical leadership at Time 1, they were more likely to show increases in the work engagement development that increased the service performance development and increased the work–family conflict development over time. In addition, increases in service performance development influenced increases in customer relationship development and increases in work–family conflict development also influenced the emotional exhaustion development.,These findings help managers understand that enabling salespeople to use their full capabilities to their work by ethical leadership may bring not only high service performance but also negative factors that erode salespeople’s well-being.

中文翻译：

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道德领导力在大中华区销售人员情感疲惫和长期客户关系发展中的双重影响

本文的目的是通过潜在增长模型（LGM）来说明道德领导力如何具有双刃效应，以影响销售管理环境中员工的情绪疲惫和长期客户关系发展。该数据是通过调查零售旅行社的407名销售人员在八个月的多个时间对大中华地区的814名客户进行调查而得出的。该研究发现，随着销售人员在时间1上看到更多的道德领导力，他们更有可能展示随着时间的推移，工作参与度的提高会增加服务绩效的发展并增加工作与家庭之间的冲突。此外，