Flow and Information Sharing as Predictors of Ethical Selling Behavior

  title={Flow and Information Sharing as Predictors of Ethical Selling Behavior},
  author={G. Sridhar and Teidorlang Lyngdoh},
  journal={Journal of Business Ethics},
Ethical selling has been found to have significant influence on sales performance and relational selling behaviors. However, sales ethics was mostly explored through a negative lens (i.e., what is wrong with salesperson) and we depart from this tradition by using a positive lens (i.e., if sales person is in flow, she would be more ethical). Using broaden-and-build theory, this paper examines the influence of flow on ethical selling. The mediating role of information sharing is also examined… Expand
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