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Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent

Kevin J. Shanahan () and Christopher D. Hopkins ()
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Kevin J. Shanahan: Mississippi State University
Christopher D. Hopkins: Auburn University

Journal of Business Ethics, 2019, vol. 159, issue 3, 837-848

Abstract: Abstract The nature of the sales manager/salesperson relationship is examined. Our study investigates the level of agreement between sales managers and salespeople on the importance of the salesperson having specific internal virtues in order to do their job properly. Unlike external virtues that can be codified into codes of conduct, internal virtues are traits that cannot be codified but rather are part of the spiritual makeup of the person. Findings suggest that the level of agreement between sales managers and salespeople in this area drives satisfaction with the sales manager and organizational commitment. Further, contrary to studies which use a summated job satisfaction measure, which consists of several facets of job satisfaction (pay, promotion etc.), satisfaction with the sales manager has a direct relationship with turnover intent.

Keywords: Virtue ethics; Sales; Job satisfaction; Turnover intent (search for similar items in EconPapers)
Date: 2019
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Handle: RePEc:kap:jbuset:v:159:y:2019:i:3:d:10.1007_s10551-018-3813-6