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

  • DeConinck, James B.
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    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.

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    File URL: http://www.sciencedirect.com/science/article/B6V7S-50K53S5-1/2/7add203e4ced339ce59f8c91f0b4d4b9
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    Article provided by Elsevier in its journal Journal of Business Research.

    Volume (Year): 64 (2011)
    Issue (Month): 6 (June)
    Pages: 617-624

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    Handle: RePEc:eee:jbrese:v:64:y:2011:i:6:p:617-624
    Contact details of provider: Web page: http://www.elsevier.com/locate/jbusres

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    1. 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.
    2. 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.
    3. 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.
    4. 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.
    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. 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.
    7. 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.
    8. 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.
    9. 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.
    10. 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.
    11. 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.
    12. 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.
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