Flow and Information Sharing as Predictors of Ethical Selling Behavior

@article{Sridhar2017FlowAI,
  title={Flow and Information Sharing as Predictors of Ethical Selling Behavior},
  author={G. Sridhar and Teidorlang Lyngdoh},
  journal={Journal of Business Ethics},
  year={2017},
  pages={1-17}
}
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
Applying positive psychology to selling behaviors: A moderated–mediation analysis integrating subjective well-being, coping and organizational identity
Subjective well-being (SWB) has been widely found to have a profound impact on the individual, yet its application in the sales field remains unexplored. Applying Broaden and Build theory, this studyExpand
Moving beyond ethical decision-making: a practice-based view to study unethical sales behavior
Changes in the business environment are rapidly transforming sales practice and pressuring the integrity of key actors in sales. Given that unethical sales behavior is a social activity produced andExpand
Influence of salesperson political skill: improving relationship building and reducing customer-directed deviance
Abstract The purpose of this research is to understand the use of political skill (PS) in the context of business-to-business seller’s relationship building and ethical decision-making. Drawing onExpand
Can customer loyalty to a salesperson be harmful? Examining customer perceptions of salesperson emotional labor strategies post ethical transgressions
Abstract Past research suggests that customer loyalty is a critical component in successful business-to-business sales relationships. Challenging this view, this study suggests that customer loyaltyExpand
Sequential Coherence as a Success Factor in Personal Selling
Personal selling, especially in knowledge intensive contexts, demands effective knowledge transfer between all the parties involved. In our study, we have developed a new conceptual model ofExpand
Systematic review of determinants of sales performance: Verbeke et al.’s (2011) classification extended
Abstract Purpose Considering recent changes in sales practices, such as the sales role becoming more strategic, increased reliance on technology for sales activities, increased stress from addingExpand
The influence of opportunistic capital structure disclosure in international financial reporting on nonprofessional investors
Abstract International Financial Reporting Standards (IFRS) promote participation in a global capital market by providing investors a basis to compare foreign and domestic firms’ investmentExpand

References

SHOWING 1-10 OF 119 REFERENCES
Ethical Salesperson Behavior in Sales Relationships
This study examines the role ethical salesperson behavior plays in relationship selling. Four key findings emerge from a sample of purchasing agents. First, ethical salesperson behavior is positivelyExpand
Determinants and consequences of ethical behaviour: an empirical study of salespeople
– The main purpose of this research is to gain a clearer understanding of several key determinants and consequences of the ethical behaviour of salespeople., – Questionnaires were administered duringExpand
Relationship outcomes of perceived ethical sales behavior: the customer's perspective
Abstract This research analyzes the role of ethical salesperson behavior as perceived by the customer in developing a better quality relationship between the salesperson and the customer. The resultsExpand
Salesperson Ethical Decision Making: The Impact of Sales Leadership and Sales Management Control Strategy
Enhancing the moral behavior of salespeople is increasingly important, but difficult, in today’s fast-paced and complex selling environment. Sales organizations need to emphasize ethical codes ofExpand
Business ethics and job-related constructs: A cross-cultural comparison of automotive salespeople
Although a number of articles have addressed ethical perceptions and behaviors, few studies have examined ethics across cultures. This research focuses on measuring the job satisfaction, customerExpand
The Impact of Ethical Sales Behaviour on Customer Satisfaction, Trust and Loyalty to the Company: An Empirical Study in the Financial Services Industry
The need to be customer-focused to the highly changing marketing environment has never been more important for financial services institutions. However, under the present circumstances, whereExpand
The Role of Ethical Climate on Salesperson’s Role Stress, Job Attitudes, Turnover Intention, and Job Performance
This study builds on previous research to investigate the effects of ethical climate on salesperson’s role stress, job attitudes, turnover intention, and job performance. Responses from 138Expand
Control System and Task Environment Effects on Ethical Judgment: An Exploratory Study of Industrial Salespeople
The objective of this research was to determine the effects of a firm's control system and dimensions of the work task environment upon ethical judgments made by salespeople. Industrial fieldExpand
Getting the Job Done: The Moderating Role of Initiative on the Relationship Between Intrinsic Motivation and Adaptive Selling
This study explores why salespeople with equal intrinsic motivation may achieve different levels of performance. Utilizing action control theory, the paper explores the moderating effect of theExpand
Ethical Perceptions of Field Sales Personnel: An Empirical Assessment
Much research attention has been directed over the past twenty-five years to ethical issues in marketing. One area of marketing that is gaining research interest is the selling arena. Despite theExpand
...
1
2
3
4
5
...