Workplace Spirituality as a Precursor to Relationship-Oriented Selling Characteristics

Vaibhav Chawla () and Sridhar Guda ()

Journal of Business Ethics, 2013, vol. 115, issue 1, 63-73

Abstract: Very few studies have looked upon the construct of workplace spirituality in sales organization context. This paper integrates workplace spirituality with sales literature. The paper points out that self-interest transcendence is a common aspect in the workplace spirituality concept which emerged a decade ago and in most of the relationship-oriented selling characteristics—customer orientation, adaptability, service orientation, and ethical selling behavior. Based on the common aspect of self-interest transcendence, we propose that workplace spirituality could be a causal precursor to relationship-oriented selling characteristics. We present guidelines for future research, implications for practice and a few potential downsides of workplace spirituality in sales organization. Copyright Springer Science+Business Media B.V. 2013

Keywords: Adaptive selling; Customer orientation; Ethical selling behavior; Self-interest transcendence; Service orientation; Workplace spirituality (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (6)

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Persistent link: https://EconPapers.repec.org/RePEc:kap:jbuset:v:115:y:2013:i:1:p:63-73

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DOI: 10.1007/s10551-012-1370-y

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