Ethical Leadership, Ethical Selling, and Financial Services Performances: A Case of Nigerian Market

Ayodele Oniku, Achi Awele Emmanuel and Olawale Adetunji
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Ayodele Oniku: Department of Business Administration, University of Lagos, Lagos, Nigeria
Achi Awele Emmanuel: Department of Business Administration, Faculty of Business Administration, University of Lagos, Lagos, Nigeria
Olawale Adetunji: Department of Marketing, Moshood Abiola Polytechnic, Abeokuta, Nigeria

International Journal of Sustainable Economies Management (IJSEM), 2017, vol. 6, issue 4, 21-34

Abstract: The antecedents of Nigerian financial industries in the past few decades call for a deeper understanding of the sector vis-à-vis ethical practice. Importantly, the revolution in the sector in the early 1990s birthed an industry that resolutely shifted practice from “armchair” marketing to aggressive marketing system that embraces selling practice. The paper seeks to understand that the failure recorded in the sector in terms of bankruptcy and insolvency of many banks and insurance companies is not really as a result of failure of core financial practice but abuse of depositors' funds which are mostly diverted and the unethical selling practice embraced by staff that made many depositors lost faith in the sector. The study therefore looks at the role of ethical leadership and its influence on ethical selling practice in financial industry. The paper found that ethical leadership that reflects on and entrenches ethical selling practice would definitely promote ethical behaviour among financial services sales (marketing) staff.

Date: 2017
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Persistent link: https://EconPapers.repec.org/RePEc:igg:jsem00:v:6:y:2017:i:4:p:21-34

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