IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v64y2011i6p617-624.html
   My bibliography  Save this article

The effects of ethical climate on organizational identification, supervisory trust, and turnover among salespeople

Author

Listed:
  • DeConinck, James B.

Abstract

This study examined how an ethical work climate influences salespersons' organizational identification, supervisory trust, organizational commitment, turnover intentions, and turnover. Using a sample of 393 salespeople, the results found that facets of an ethical work climate are related directly to supervisory trust and organizational identification. One aspect of an ethical work climate, ethical norms, was related directly to turnover. These results indicate that an ethical work climate can directly affect salespersons' job attitudes and outcomes. The results indicate the importance of measuring ethical work climate from a multi-dimensional perspective.

Suggested Citation

  • DeConinck, James B., 2011. "The effects of ethical climate on organizational identification, supervisory trust, and turnover among salespeople," Journal of Business Research, Elsevier, vol. 64(6), pages 617-624, June.
    • Handle: RePEc:eee:jbrese:v:64:y:2011:i:6:p:617-624
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(10)00119-0
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Brashear, Thomas G. & Manolis, Chris & Brooks, Charles M., 2005. "The effects of control, trust, and justice on salesperson turnover," Journal of Business Research, Elsevier, vol. 58(3), pages 241-249, March.
    2. DeConinck, James B. & Stilwell, C. Dean, 2004. "Incorporating organizational justice, role states, pay satisfaction and supervisor satisfaction in a model of turnover intentions," Journal of Business Research, Elsevier, vol. 57(3), pages 225-231, March.
    3. Rosemary Ramsey & Greg Marshall & Mark Johnston & Dawn Deeter-Schmelz, 2007. "Ethical Ideologies and Older Consumer Perceptions of Unethical Sales Tactics," Journal of Business Ethics, Springer, vol. 70(2), pages 191-207, January.
    4. Peter Foreman & David A. Whetten, 2002. "Members' Identification with Multiple-Identity Organizations," Organization Science, INFORMS, vol. 13(6), pages 618-635, December.
    5. Simon Lloyd D. Restubog & Matthew J. Hornsey & Prashant Bordia & Sarah R. Esposo, 2008. "Effects of Psychological Contract Breach on Organizational Citizenship Behaviour: Insights from the Group Value Model," Journal of Management Studies, Wiley Blackwell, vol. 45(8), pages 1377-1400, December.
    6. Schwepker, Charles Jr., 2001. "Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforce," Journal of Business Research, Elsevier, vol. 54(1), pages 39-52, October.
    7. Jay Mulki & Jorge Jaramillo & William Locander, 2009. "Critical Role of Leadership on Ethical Climate and Salesperson Behaviors," Journal of Business Ethics, Springer, vol. 86(2), pages 125-141, May.
    8. Thakor, Mrugank V. & Joshi, Ashwin W., 2005. "Motivating salesperson customer orientation: insights from the job characteristics model," Journal of Business Research, Elsevier, vol. 58(5), pages 584-592, May.
    9. Jay Mulki & Jorge Jaramillo & William Locander, 2008. "Effect of Ethical Climate on Turnover Intention: Linking Attitudinal- and Stress Theory," Journal of Business Ethics, Springer, vol. 78(4), pages 559-574, April.
    10. Kennedy, Mary Susan & Ferrell, Linda K. & LeClair, Debbie Thorne, 2001. "Consumers' trust of salesperson and manufacturer: an empirical study," Journal of Business Research, Elsevier, vol. 51(1), pages 73-86, January.
    11. Olkkonen, Maria-Elena & Lipponen, Jukka, 2006. "Relationships between organizational justice, identification with organization and work unit, and group-related outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 100(2), pages 202-215, July.
    12. Lopez, Tará Burnthorne & Babin, Barry J. & Chung, Christina, 2009. "Perceptions of ethical work climate and person-organization fit among retail employees in Japan and the US: A cross-cultural scale validation," Journal of Business Research, Elsevier, vol. 62(6), pages 594-600, June.
    13. Roman, Sergio & Ruiz, Salvador, 2005. "Relationship outcomes of perceived ethical sales behavior: the customer's perspective," Journal of Business Research, Elsevier, vol. 58(4), pages 439-445, April.
    14. Babin, Barry J. & Griffin, Mitch & Boles, James S., 2004. "Buyer reactions to ethical beliefs in the retail environment," Journal of Business Research, Elsevier, vol. 57(10), pages 1155-1163, October.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Nicholas McClaren, 2013. "The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature," Journal of Business Ethics, Springer, vol. 112(1), pages 101-125, January.
    2. Omar S. Itani & Fernando Jaramillo & Larry Chonko, 2019. "Achieving Top Performance While Building Collegiality in Sales: It All Starts with Ethics," Journal of Business Ethics, Springer, vol. 156(2), pages 417-438, May.
    3. Stacy H. Lee & Jung Ha-Brookshire, 2017. "Ethical Climate and Job Attitude in Fashion Retail Employees’ Turnover Intention, and Perceived Organizational Sustainability Performance: A Cross-Sectional Study," Sustainability, MDPI, vol. 9(3), pages 1-19, March.
    4. Mulki, Jay & Lassk, Felicia G., 2019. "Joint impact of ethical climate and external work locus of control on job meaningfulness," Journal of Business Research, Elsevier, vol. 99(C), pages 46-56.
    5. Pablo Ruiz-Palomino & Ricardo Martínez-Cañas & Joan Fontrodona, 2013. "Ethical Culture and Employee Outcomes: The Mediating Role of Person-Organization Fit," Journal of Business Ethics, Springer, vol. 116(1), pages 173-188, August.
    6. Leonidas Leonidou & Olga Kvasova & Constantinos Leonidou & Simos Chari, 2013. "Business Unethicality as an Impediment to Consumer Trust: The Moderating Role of Demographic and Cultural Characteristics," Journal of Business Ethics, Springer, vol. 112(3), pages 397-415, February.
    7. Leslier Valenzuela & Jay Mulki & Jorge Jaramillo, 2010. "Impact of Customer Orientation, Inducements and Ethics on Loyalty to the Firm: Customers’ Perspective," Journal of Business Ethics, Springer, vol. 93(2), pages 277-291, May.
    8. M. Guerci & Giovanni Radaelli & Elena Siletti & Stefano Cirella & A. Rami Shani, 2015. "The Impact of Human Resource Management Practices and Corporate Sustainability on Organizational Ethical Climates: An Employee Perspective," Journal of Business Ethics, Springer, vol. 126(2), pages 325-342, January.
    9. Hang-yue Ngo & Raymond Loi & Sharon Foley & Xiaoming Zheng & Lingqing Zhang, 2013. "Perceptions of organizational context and job attitudes: The mediating effect of organizational identification," Asia Pacific Journal of Management, Springer, vol. 30(1), pages 149-168, March.
    10. Basharat Ali & Nazim Baluch & Zulkifli Mohamed Udin, 2015. "The Moderating Effect of Religiosity on the Relationship between Trust and Diffusion of Electronic Commerce," Modern Applied Science, Canadian Center of Science and Education, vol. 9(13), pages 176-176, December.
    11. Hsieh, Hui-Hsien & Wang, Yau-De, 2016. "Linking perceived ethical climate to organizational deviance: The cognitive, affective, and attitudinal mechanisms," Journal of Business Research, Elsevier, vol. 69(9), pages 3600-3608.
    12. Sebastian Goebel & Barbara E. Weißenberger, 2017. "The Relationship Between Informal Controls, Ethical Work Climates, and Organizational Performance," Journal of Business Ethics, Springer, vol. 141(3), pages 505-528, March.
    13. Yuhyung Shin, 2012. "CEO Ethical Leadership, Ethical Climate, Climate Strength, and Collective Organizational Citizenship Behavior," Journal of Business Ethics, Springer, vol. 108(3), pages 299-312, July.
    14. Mbaye Fall Diallo & Christine Lambey-Checchin, 2017. "Consumers’ Perceptions of Retail Business Ethics and Loyalty to the Retailer: The Moderating Role of Social Discount Practices," Journal of Business Ethics, Springer, vol. 141(3), pages 435-449, March.
    15. Lyngdoh, Teidorlang & Liu, Annie H. & Sridhar, Guda, 2018. "Applying positive psychology to selling behaviors: A moderated–mediation analysis integrating subjective well-being, coping and organizational identity," Journal of Business Research, Elsevier, vol. 92(C), pages 142-153.
    16. DeConinck, James B., 2010. "The influence of ethical climate on marketing employees' job attitudes and behaviors," Journal of Business Research, Elsevier, vol. 63(4), pages 384-391, April.
    17. Abhishek Shukla & Rajeev Srivastava, 2016. "Influence of ethical ideology and socio-demographic characteristics on turnover intention: A study of retail industry in India," Cogent Business & Management, Taylor & Francis Journals, vol. 3(1), pages 1238334-123, December.
    18. Victoria Bush & Alan Bush & Linda Orr, 2010. "Monitoring the Ethical Use of Sales Technology: An Exploratory Field Investigation," Journal of Business Ethics, Springer, vol. 95(2), pages 239-257, August.
    19. Briggs, Elten & Jaramillo, Fernando & Weeks, William A., 2012. "Perceived barriers to career advancement and organizational commitment in sales," Journal of Business Research, Elsevier, vol. 65(7), pages 937-943.
    20. Kevin J. Shanahan & Christopher D. Hopkins, 2019. "Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent," Journal of Business Ethics, Springer, vol. 159(3), pages 837-848, October.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:64:y:2011:i:6:p:617-624. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.