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Antecedents and Outcomes of Duty Orientation Among Salespeople

Author

Listed:
  • DeConinck, James

    (Western Carolina University, North Carolina, U.S.)

  • Carnes, Drew

    (Western Carolina University, North Carolina, U.S.)

  • DeConinck, Mary Beth

    (Western Carolina University, North Carolina, U.S.)

Abstract

This study analyzed the relationship among ethical leadership, duty orientation, perceived organizational support (PSS), organizational citizenship behaviors (OCBs) and job performance among a sample of 45 sales managers and 203 salespeople. Duty orientation and perceived organizational support were found to mediate the relationship between ethical leadership and performance outcomes. Ethical leadership was a direct predictor of OCBs but not job performance. This study shows the importance of analyzing ethical leadership, duty orientation, and PSS and their relationship with OCBs and job performance in the salesforce.

Suggested Citation

  • DeConinck, James & Carnes, Drew & DeConinck, Mary Beth, 2021. "Antecedents and Outcomes of Duty Orientation Among Salespeople," American Business Review, Pompea College of Business, University of New Haven, vol. 24(2), pages 100-114, November.
    • Handle: RePEc:ris:ambsrv:0039
    as

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    References listed on IDEAS

    as
    1. Nathan Eva & Alexander Newman & Qing Miao & Dan Wang & Brian Cooper, 2020. "Antecedents of Duty Orientation and Follower Work Behavior: The Interactive Effects of Perceived Organizational Support and Ethical Leadership," Journal of Business Ethics, Springer, vol. 161(3), pages 627-639, January.
    2. Hannah, Sean T. & Jennings, Peter L. & Bluhm, Dustin & Peng, Ann Chunyan & Schaubroeck, John M., 2014. "Duty orientation: Theoretical development and preliminary construct testing," Organizational Behavior and Human Decision Processes, Elsevier, vol. 123(2), pages 220-238.
    3. Brown, Michael E. & Trevino, Linda K. & Harrison, David A., 2005. "Ethical leadership: A social learning perspective for construct development and testing," Organizational Behavior and Human Decision Processes, Elsevier, vol. 97(2), pages 117-134, July.
    4. Sherry E. Moss & Meng Song & Sean T. Hannah & Zhen Wang & John J. Sumanth, 2020. "The Duty to Improve Oneself: How Duty Orientation Mediates the Relationship Between Ethical Leadership and Followers’ Feedback-Seeking and Feedback-Avoiding Behavior," Journal of Business Ethics, Springer, vol. 165(4), pages 615-631, September.
    5. Tremblay, Michel & Simard, Gilles, 2018. "A multifoci approach to study social support and job performance: A target similarity consideration of development-enhancing practices, leadership, and structure," Journal of Business Research, Elsevier, vol. 92(C), pages 118-130.
    6. Brown, Michael E. & Mitchell, Marie S., 2010. "Ethical and Unethical Leadership: Exploring New Avenues for Future Research," Business Ethics Quarterly, Cambridge University Press, vol. 20(4), pages 583-616, October.
    7. Akanksha Bedi & Can M. Alpaslan & Sandy Green, 2016. "A Meta-analytic Review of Ethical Leadership Outcomes and Moderators," Journal of Business Ethics, Springer, vol. 139(3), pages 517-536, December.
    8. Zhen Wang & Haoying Xu, 2019. "When and for Whom Ethical Leadership is More Effective in Eliciting Work Meaningfulness and Positive Attitudes: The Moderating Roles of Core Self-Evaluation and Perceived Organizational Support," Journal of Business Ethics, Springer, vol. 156(4), pages 919-940, June.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    Ethical Leadership; Duty Orientation; Perceived Supervisor Support; Organizational Citizenship Behaviors; Performance;
    All these keywords.

    JEL classification:

    • L00 - Industrial Organization - - General - - - General
    • L84 - Industrial Organization - - Industry Studies: Services - - - Personal, Professional, and Business Services

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