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Outcomes of ethical leadership among salespeople

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  • DeConinck, James B.

Abstract

The study of ethical leadership has gained importance in recent years given the number of business scandals involving corporate leaders. This study, using a sample of 331 salespeople, expands upon prior research by examining how ethical leadership influences several important job outcomes (perceived organizational fit, organizational identification, and organizational citizenship behavior) that have seldom been included in previous studies. The results indicate that ethical leadership directly influences salespersons' perception of the degree to which their values fit with the organization's values, their willingness to engage in extra-role behavior, organizational identification, and turnover intentions. The results show that ethical leaders positively influence employees' job attitudes and behaviors.

Suggested Citation

  • DeConinck, James B., 2015. "Outcomes of ethical leadership among salespeople," Journal of Business Research, Elsevier, vol. 68(5), pages 1086-1093.
  • Handle: RePEc:eee:jbrese:v:68:y:2015:i:5:p:1086-1093
    DOI: 10.1016/j.jbusres.2014.10.011
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    References listed on IDEAS

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    Cited by:

    1. Muel Kaptein, 2019. "The Moral Entrepreneur: A New Component of Ethical Leadership," Journal of Business Ethics, Springer, vol. 156(4), pages 1135-1150, June.
    2. Vishag Badrinarayanan & Indu Ramachandran & Sreedhar Madhavaram, 2019. "Mirroring the Boss: Ethical Leadership, Emulation Intentions, and Salesperson Performance," Journal of Business Ethics, Springer, vol. 159(3), pages 897-912, October.

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