Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions

Selma Kadic-Maglajlic (), Milena Micevski (), Nick Lee (), Nathaniel Boso () and Irena Vida ()
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Selma Kadic-Maglajlic: University of Sarajevo
Milena Micevski: University of Vienna
Nick Lee: University of Warwick
Nathaniel Boso: University of Leeds
Irena Vida: University of Ljubljana

Journal of Business Ethics, 2019, vol. 156, issue 2, No 5, 377-397

Abstract: Abstract In general, the business ethics literature has treated the conceptual domains and outcomes of macro-level (industrial), meso-level (organizational), and micro-level (individual) ethical influence separately. However, this singular treatment ignores the synergies and tensions that can arise across these different types of ethical influence. Using sales as a research context, the current study argues that all three ethical frames of references are important in shaping employee behavior and performance and, as such, should be examined simultaneously. The findings show that industrial ethical climate and salesperson moral equity are positively associated with salesperson customer orientation. In addition, industrial and organizational ethical norms have a stronger joint effect on customer orientation than either ethical climate alone. More specifically, a more ethical organizational climate enhances the positive effects of the industrial ethical climate on customer orientation. Furthermore, whereas salesperson moral equity is significantly associated with salesperson customer orientation, strong moral equity beliefs in situations requiring adaptive selling result in weaker sales outcomes. This study concludes with a set of theoretical and actionable implications, as well as a discussion of future research avenues.

Keywords: Industrial ethical climate; Organizational ethical climate; Moral equity belief; Customer orientation; Adaptive selling; Salespeople (search for similar items in EconPapers)
Date: 2019
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Citations: View citations in EconPapers (3)

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DOI: 10.1007/s10551-017-3588-1

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