IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v99y2019icp46-56.html
   My bibliography  Save this article

Joint impact of ethical climate and external work locus of control on job meaningfulness

Author

Listed:
  • Mulki, Jay
  • Lassk, Felicia G.

Abstract

Researchers prescribe that the combined influence of personal characteristics and work conditions should be examined to provide a clearer understanding of predictors of performance. This study investigates the joint impact of salespeople's external work locus of control (WLOC) and a firm's ethical climate on job meaningfulness, job performance and turnover intentions. The study hypotheses were tested with a sample of 151 business-to-business salespeople from a sales organization based in the southeastern United States. The results of the study suggest that when salespeople perceive that their sales organization has a strong ethical climate, the negative impact of external WLOC is mitigated based on the salesperson's feelings of job meaningfulness, resulting in positive job performance and fewer turnover intentions. Implications, limitations and suggestions for future research are provided.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:jbrese:v:99:y:2019:i:c:p:46-56
    DOI: 10.1016/j.jbusres.2019.02.007
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296319300967
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2019.02.007?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    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. 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.
    2. Hsin-Hui (Sunny) Hu & H. G. Parsa & Chi-Ting Chen & Hsin-Yi Hu, 2016. "Factors affecting employee willingness to report customer feedback," The Service Industries Journal, Taylor & Francis Journals, vol. 36(1-2), pages 21-36, January.
    3. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    4. Karkoulian, Silva & Srour, Jordan & Sinan, Tala, 2016. "A gender perspective on work-life balance, perceived stress, and locus of control," Journal of Business Research, Elsevier, vol. 69(11), pages 4918-4923.
    5. 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.
    6. Scott Sonenshein & Utpal Dholakia, 2012. "Explaining Employee Engagement with Strategic Change Implementation: A Meaning-Making Approach," Organization Science, INFORMS, vol. 23(1), pages 1-23, February.
    7. 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.
    8. 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.
    9. Kelly Martin & John Cullen, 2006. "Continuities and Extensions of Ethical Climate Theory: A Meta-Analytic Review," Journal of Business Ethics, Springer, vol. 69(2), pages 175-194, December.
    10. Madeline Domino & Stephen Wingreen & James Blanton, 2015. "Social Cognitive Theory: The Antecedents and Effects of Ethical Climate Fit on Organizational Attitudes of Corporate Accounting Professionals—A Reflection of Client Narcissism and Fraud Attitude Risk," Journal of Business Ethics, Springer, vol. 131(2), pages 453-467, October.
    11. 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.
    12. Jaramillo, Fernando & Mulki, Jay Prakash & Boles, James S., 2013. "Bringing meaning to the sales job: The effect of ethical climate and customer demandingness," Journal of Business Research, Elsevier, vol. 66(11), pages 2301-2307.
    13. 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.
    14. Bhuian, Shahid N. & Menguc, Bulent & Borsboom, Rene, 2005. "Stressors and job outcomes in sales: a triphasic model versus a linear-quadratic-interactive model," Journal of Business Research, Elsevier, vol. 58(2), pages 141-150, February.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Mari Huhtala & Muel Kaptein & Joona Muotka & Taru Feldt, 2022. "Longitudinal Patterns of Ethical Organisational Culture as a Context for Leaders’ Well-Being: Cumulative Effects Over 6 Years," Journal of Business Ethics, Springer, vol. 177(2), pages 421-442, May.
    2. Mohammad, Shoeb & Husted, Bryan, 2023. "Skilled workforces and Law-abiding organizational climates in emerging markets," Journal of Business Research, Elsevier, vol. 158(C).
    3. Syed Inaam Ullah Shah, Nadia Gilani, Syed Abdul Waheed, 2021. "The Role of Ethical Climate and Workplace Spirituality in Enhancing Employee Involvement in Sustainability Activities: Evidence from the Perspectives of Faculty of Public Sector Universities," Journal of Management Sciences, Geist Science, Iqra University, Faculty of Business Administration, vol. 8(1), pages 71-83, March.
    4. Jehanzeb Khan Gurmani & Noor Ullah Khan & Muhammad Khalique & Muhammad Yasir & Asfia Obaid & Nur Ain Ayunni Sabri, 2021. "Do Environmental Transformational Leadership Predicts Organizational Citizenship Behavior towards Environment in Hospitality Industry: Using Structural Equation Modelling Approach," Sustainability, MDPI, vol. 13(10), pages 1-29, May.
    5. Zhou, Qin & Sacramento, Claudia & Martinaityte, Ieva, 2023. "Work meaningfulness and performance among healthcare professionals: The role of professional respect and participative management," Journal of Business Research, Elsevier, vol. 163(C).
    6. Colin B. Gabler & Omar S. Itani & Raj Agnihotri, 2023. "Activating Corporate Environmental Ethics on the Frontline: A Natural Resource-Based View," Journal of Business Ethics, Springer, vol. 186(1), pages 63-86, August.
    7. Behera, Rajat Kumar & Bala, Pradip Kumar & Rana, Nripendra P. & Irani, Zahir, 2023. "Responsible natural language processing: A principlist framework for social benefits," Technological Forecasting and Social Change, Elsevier, vol. 188(C).
    8. Toti, Jean-François & Diallo, Mbaye Fall & Huaman-Ramirez, Richard, 2021. "Ethical sensitivity in consumers’ decision-making: The mediating and moderating role of internal locus of control," Journal of Business Research, Elsevier, vol. 131(C), pages 168-182.
    9. Velasco Vizcaíno, Franklin & Martin, Silvia L. & Jaramillo, Fernando, 2023. "The role of i-deals negotiated by small business managers in job satisfaction and firm performance: Do company ethics matter?," Journal of Business Research, Elsevier, vol. 158(C).
    10. Raghda Abulsaoud Ahmed Younis & Aida Said Moawad Elsaid, 2021. "Enhancing the In-Role Behaviour and Organizational Citizenship Behaviours in the Workplace: A Multidimensional View for the Role of Ethical Climate," International Journal of Business and Management, Canadian Center of Science and Education, vol. 14(12), pages 1-1, July.
    11. Omar S. Itani & Nawar N. Chaker, 2022. "Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate," Journal of Business Ethics, Springer, vol. 181(4), pages 847-871, December.

    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. Omar S. Itani & Nawar N. Chaker, 2022. "Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate," Journal of Business Ethics, Springer, vol. 181(4), pages 847-871, December.
    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. 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.
    4. 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.
    5. 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.
    6. 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.
    7. M. Fernanda Wagstaff & Gabriela L. Flores & Albert Cannella & Sayan Sarkar & Christine Choirat, 2021. "Construct Validity of Unobtrusive Measures of Organizational Ethical Climates," Corporate Reputation Review, Palgrave Macmillan, vol. 24(3), pages 158-177, August.
    8. Laurent Auzoult & Crisanta-Alina Mazilescu, 2021. "Ethical Climate as Social Norm: Impact on Judgements and Behavioral Intentions in the Workplace," IJERPH, MDPI, vol. 18(11), pages 1-9, June.
    9. 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.
    10. Jaramillo, Fernando & Mulki, Jay Prakash & Boles, James S., 2013. "Bringing meaning to the sales job: The effect of ethical climate and customer demandingness," Journal of Business Research, Elsevier, vol. 66(11), pages 2301-2307.
    11. 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.
    12. Jim DeConinck & Mary Beth DeConinck & Debasish Banerjee, 2013. "Outcomes of an Ethical Work Climate among Salespeople," International Journal of Business Administration, International Journal of Business Administration, Sciedu Press, vol. 4(4), pages 1-8, July.
    13. 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.
    14. Lora Reed & Deborah Vidaver-Cohen & Scott Colwell, 2011. "A New Scale to Measure Executive Servant Leadership: Development, Analysis, and Implications for Research," Journal of Business Ethics, Springer, vol. 101(3), pages 415-434, July.
    15. Charles H. Schwepker & Sean R. Valentine & Robert A. Giacalone & Mark Promislo, 2021. "Good Barrels Yield Healthy Apples: Organizational Ethics as a Mechanism for Mitigating Work-Related Stress and Promoting Employee Well-Being," Journal of Business Ethics, Springer, vol. 174(1), pages 143-159, November.
    16. K. Praveen Parboteeah & Matthias Weiss & Martin Hoegl, 2024. "Ethical Climates Across National Contexts: A Meta-Analytical Investigation," Journal of Business Ethics, Springer, vol. 189(3), pages 573-590, January.
    17. 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.
    18. 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.
    19. Dheeraj Sharma & Shaheen Borna & James Stearns, 2009. "An Investigation of the Effects of Corporate Ethical Values on Employee Commitment and Performance: Examining the Moderating Role of Perceived Fairness," Journal of Business Ethics, Springer, vol. 89(2), pages 251-260, October.
    20. Behera, Rajat Kumar & Bala, Pradip Kumar & Rana, Nripendra P. & Irani, Zahir, 2023. "Responsible natural language processing: A principlist framework for social benefits," Technological Forecasting and Social Change, Elsevier, vol. 188(C).

    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:99:y:2019:i:c:p:46-56. 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.