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Outcomes of an Ethical Work Climate among Salespeople

Author

Listed:
  • Jim DeConinck
  • Mary Beth DeConinck
  • Debasish Banerjee

Abstract

Establishing and maintaining an ethical work climate is important for all organizations. However, it is especially important for salespeople since they serve a boundary spanning role in the organization. This study analyzed an ethical work climate using a sample of 426 salespeople. The results indicate that an ethical work climate influences salespersons¡¯ level to which they identify with their organization¡¯s vision and goals. Ethical work climate also was related to turnover intentions, but only related to turnover indirectly through organizational identification. Research implications are discussed.

Suggested Citation

  • 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.
    • Handle: RePEc:jfr:ijba11:v:4:y:2013:i:4:p:1-8
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    References listed on IDEAS

    as
    1. 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.
    2. Robert Stewart & Sabrina Volpone & Derek Avery & Patrick McKay, 2011. "You Support Diversity, But Are You Ethical? Examining the Interactive Effects of Diversity and Ethical Climate Perceptions on Turnover Intentions," Journal of Business Ethics, Springer, vol. 100(4), pages 581-593, June.
    3. Orly Shapira-Lishchinsky & Shmuel Even-Zohar, 2011. "Withdrawal Behaviors Syndrome: An Ethical Perspective," Journal of Business Ethics, Springer, vol. 103(3), pages 429-451, October.
    4. 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.
    5. 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.
    6. Kenneth Roeck & Nathalie Delobbe, 2012. "Do Environmental CSR Initiatives Serve Organizations’ Legitimacy in the Oil Industry? Exploring Employees’ Reactions Through Organizational Identification Theory," Journal of Business Ethics, Springer, vol. 110(4), pages 397-412, November.
    7. Robert Stewart, 2011. "You Support Diversity, But Are You Ethical? Examining the Interactive Effects of Diversity and Ethical Climate Perceptions on Turnover Intentions," Journal of Business Ethics, Springer, vol. 99(3), pages 453-465, March.
    8. Robert Stewart, 2011. "Erratum to: You Support Diversity, But Are You Ethical? Examining the Interactive Effects of Diversity and Ethical Climate Perceptions on Turnover Intentions," Journal of Business Ethics, Springer, vol. 100(4), pages 717-717, June.
    Full references (including those not matched with items on IDEAS)

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