Salesperson Perceptions of Ethical Behaviors: Their Influence on Job Satisfaction and Turnover Intentions

In the academic world, research has indicated that "good ethics is good business." Such research seems to indicate that firms, which emphasize ethical values and social responsibilities, tend to be more profitable than others. Generally, the profitability is credited to the firm's pos...

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Bibliographic Details
Published in:Journal of business ethics 2008-04, Vol.78 (4), p.547-557
Main Authors: Pettijohn, Charles, Pettijohn, Linda, Taylor, A. J.
Format: Article
Language:English
Subjects:
Attitudes
Behavior
Business and Management
Business Ethics
Business structures
Consumers
Correlation analysis
Customers
Education
Employee turnover
Employees
Employers
Employment
Ethical behavior
Ethical consumerism
Ethics
ethics and business relationships
ethics and job satisfaction
ethics and turnover
ethics measures
Job satisfaction
Management
Marketing
Occupations
Perceptions
Personal selling
Philosophy
Professional ethics
Quality of Life Research
Sales
Sales management
Sales personnel
Salespeople
salesperson ethics
Social responsibility
Studies
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Summary:In the academic world, research has indicated that "good ethics is good business." Such research seems to indicate that firms, which emphasize ethical values and social responsibilities, tend to be more profitable than others. Generally, the profitability is credited to the firm's positive relationships with its customers, reduced costs of attempting to rebuild a tranished image, ease of attracting capital, etc. The research conducted in this study evaluated salespeople's perceptions of the ethics of business in general, their employer's ethics, their attitudes as consumers, and the relationships existing between these perceptions and the sale force's job satisfaction and turnover intentions. The results show a positive relationship existing between salesperson perceptions of business ethics, his/her employer's ethics, consumer attitudes, and the salesperson's job satisfaction and reduced turnover intentions.
ISSN:0167-4544
1573-0697
DOI:10.1007/s10551-007-9367-7