Antecedents and Outcomes of Duty Orientation Among Salespeople

James DeConinck (), Drew Carnes and Mary Beth DeConinck
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James DeConinck: Western Carolina University, North Carolina, U.S.
Drew Carnes: Western Carolina University, North Carolina, U.S.
Mary Beth DeConinck: Western Carolina University, North Carolina, U.S.

American Business Review, 2021, vol. 24, issue 2, 100-114

Abstract: This study analyzed the relationship among ethical leadership, duty orientation, perceived organizational support (PSS), organizational citizenship behaviors (OCBs) and job performance among a sample of 45 sales managers and 203 salespeople. Duty orientation and perceived organizational support were found to mediate the relationship between ethical leadership and performance outcomes. Ethical leadership was a direct predictor of OCBs but not job performance. This study shows the importance of analyzing ethical leadership, duty orientation, and PSS and their relationship with OCBs and job performance in the salesforce.

Keywords: Ethical Leadership; Duty Orientation; Perceived Supervisor Support; Organizational Citizenship Behaviors; Performance (search for similar items in EconPapers)
JEL-codes: L00 L84 (search for similar items in EconPapers)
Date: 2021
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