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How complexity impacts salesperson counterproductive behavior: The mediating role of moral disengagement

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  • Seriki, Olalekan K.
  • Nath, Pravin
  • Ingene, Charles A.
  • Evans, Kenneth R.

Abstract

We explore the mediating role of moral disengagement in counterproductive behavior by professional sellers. Moral disengagement is a cognitive state in which moral standards are deactivated from one's actions. We theorize that the effect of job-related complexity on salesperson counterproductive behavior is better explained when this relationship is mediated by salesperson moral disengagement. Our empirical findings support the explanation that complexity influences salesperson's moral disengagement. In turn, this influences counterproductive salesperson behavior. Ethical role modeling is found to play a strong mitigating role. Overall, our results indicate how counterproductive salesperson behavior develops, why salespeople engage in such behavior, and how sales managers can project themselves as ethical mentors to lessen unfavorable behaviors by salespeople.

Suggested Citation

  • Seriki, Olalekan K. & Nath, Pravin & Ingene, Charles A. & Evans, Kenneth R., 2020. "How complexity impacts salesperson counterproductive behavior: The mediating role of moral disengagement," Journal of Business Research, Elsevier, vol. 107(C), pages 324-335.
    • Handle: RePEc:eee:jbrese:v:107:y:2020:i:c:p:324-335
    DOI: 10.1016/j.jbusres.2018.10.060
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    3. Hao Ji & Jin Yan, 2023. "Why does counterproductive work behavior lead to pro-social rule breaking? The roles of impression management motives and leader-liking," Asia Pacific Journal of Management, Springer, vol. 40(4), pages 1323-1339, December.
    4. Agnihotri, Arpita & Bhattacharya, Saurabh & Gupta, Suraksha, 2023. "Do morally disengaged employees withdraw from customer-oriented citizenship behavior in response to customers’ uncivil behavior?," Journal of Business Research, Elsevier, vol. 165(C).
    5. Locander, David A. & Darrat, Mahmoud A. & Babin, Barry J., 2023. "Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes," Journal of Business Research, Elsevier, vol. 154(C).
    6. Locander, David A. & Locander, Jennifer A. & Weinberg, Frankie J., 2020. "How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective," Journal of Business Research, Elsevier, vol. 118(C), pages 452-462.
    7. Lyngdoh, Teidorlang & Chefor, Ellis & Hochstein, Bryan & Britton, Benjamin P. & Amyx, Douglas, 2021. "A systematic literature review of negative psychological states and behaviors in sales," Journal of Business Research, Elsevier, vol. 122(C), pages 518-533.
    8. Corsaro, Daniela, 2022. "Explaining the Sales Transformation through an institutional lens," Journal of Business Research, Elsevier, vol. 142(C), pages 1106-1124.

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