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Flow and Information Sharing as Predictors of Ethical Selling Behavior

Guda Sridhar () and Teidorlang Lyngdoh ()
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Guda Sridhar: Indian Institute of Management Kozhikode (IIMK)
Teidorlang Lyngdoh: Xavier School of Management XLRI

Journal of Business Ethics, 2019, vol. 158, issue 3, 807-823

Abstract: Abstract Ethical selling has been found to have significant influence on sales performance and relational selling behaviors. However, sales ethics was mostly explored through a negative lens (i.e., what is wrong with salesperson) and we depart from this tradition by using a positive lens (i.e., if sales person is in flow, she would be more ethical). Using broaden-and-build theory, this paper examines the influence of flow on ethical selling. The mediating role of information sharing is also examined. Results from a study of 192 pharmaceutical salespeople in India suggest that flow influences ethical selling behavior via information sharing. The findings imply that flow can serve as a driver for information sharing and ethical decision making among salespeople. The study contributes to the sales ethics literature by extending the application of positive psychology to the sales domain for the first time.

Keywords: Flow; Information sharing; Ethical selling behaviors; Broaden-and-build theory (search for similar items in EconPapers)
Date: 2019
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