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Outcomes of ethical leadership among salespeople


  • DeConinck, James B.


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

    1. van Knippenberg, D.L. & van Dick, R. & Tavares, S., 2005. "Social Identity and Social Exchange: Identification, Support, and Withdrawal from the Job," ERIM Report Series Research in Management ERS-2005-093-ORG, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
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    4. López-Domínguez, Mercedes & Enache, Mihaela & Sallan, Jose M. & Simo, Pep, 2013. "Transformational leadership as an antecedent of change-oriented organizational citizenship behavior," Journal of Business Research, Elsevier, vol. 66(10), pages 2147-2152.
    5. Cable, Daniel M. & Judge, Timothy A., 1996. "Person-Organization Fit, Job Choice Decisions, and Organizational Entry," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(3), pages 294-311, September.
    6. 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.
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    8. Lopez, Tará Burnthorne & Babin, Barry J. & Chung, Christina, 2009. "Perceptions of ethical work climate and person-organization fit among retail employees in Japan and the US: A cross-cultural scale validation," Journal of Business Research, Elsevier, vol. 62(6), pages 594-600, June.
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    10. 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.
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    12. K. Kacmar & Martha Andrews & Kenneth Harris & Bennett Tepper, 2013. "Ethical Leadership and Subordinate Outcomes: The Mediating Role of Organizational Politics and the Moderating Role of Political Skill," Journal of Business Ethics, Springer, vol. 115(1), pages 33-44, June.
    13. 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.
    14. Walumbwa, Fred O. & Mayer, David M. & Wang, Peng & Wang, Hui & Workman, Kristina & Christensen, Amanda L., 2011. "Linking ethical leadership to employee performance: The roles of leader-member exchange, self-efficacy, and organizational identification," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(2), pages 204-213, July.
    15. Neubert, Mitchell J. & Wu, Cindy & Roberts, James A., 2013. "The Influence of Ethical Leadership and Regulatory Focus on Employee Outcomes," Business Ethics Quarterly, Cambridge University Press, vol. 23(2), pages 269-296, April.
    16. DeConinck, James B., 2009. "The effect of leader-member exchange on turnover among retail buyers," Journal of Business Research, Elsevier, vol. 62(11), pages 1081-1086, November.
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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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