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Three levels of ethical influences on selling behavior and performance : synergies and tensions
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Kadic-Maglajlic, Selma, Micevski, Milena, Lee, Nick, Boso, Nathaniel and Vida, Irena (2019) Three levels of ethical influences on selling behavior and performance : synergies and tensions. Journal of Business Ethics, 156 (2). pp. 377-397. doi:10.1007/s10551-017-3588-1 ISSN 0167-4544.
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Official URL: http://dx.doi.org/10.1007/s10551-017-3588-1
Abstract
In general, the business ethics literature has treated the conceptual domains and outcomes of macro-level (industrial), meso-level (organizational), and micro-level (individual) ethical influence separately. However, this singular treatment ignores the synergies and tensions that can arise across these different types of ethical influence. Using sales as a research context, the current study argues that all three ethical frames of references are important in shaping employee behavior and performance and, as such, should be examined simultaneously. The findings show that industrial ethical climate and salesperson moral equity are positively associated with salesperson customer orientation. In addition, industrial and organizational ethical norms have a stronger joint effect on customer orientation than either ethical climate alone. More specifically, a more ethical organizational climate enhances the positive effects of the industrial ethical climate on customer orientation. Furthermore, whereas salesperson moral equity is significantly associated with salesperson customer orientation, strong moral equity beliefs in situations requiring adaptive selling result in weaker sales outcomes. This study concludes with a set of theoretical and actionable implications, as well as a discussion of future research avenues.
Item Type: | Journal Article | ||||||||
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Subjects: | H Social Sciences > HF Commerce | ||||||||
Divisions: | Faculty of Social Sciences > Warwick Business School | ||||||||
Library of Congress Subject Headings (LCSH): | Sales personnel, Business ethics | ||||||||
Journal or Publication Title: | Journal of Business Ethics | ||||||||
Publisher: | Springer Netherlands | ||||||||
ISSN: | 0167-4544 | ||||||||
Official Date: | May 2019 | ||||||||
Dates: |
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Volume: | 156 | ||||||||
Number: | 2 | ||||||||
Page Range: | pp. 377-397 | ||||||||
DOI: | 10.1007/s10551-017-3588-1 | ||||||||
Status: | Peer Reviewed | ||||||||
Publication Status: | Published | ||||||||
Access rights to Published version: | Restricted or Subscription Access | ||||||||
Date of first compliant deposit: | 26 June 2017 | ||||||||
Date of first compliant Open Access: | 6 June 2018 |
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