EconPapers    
Economics at your fingertips  
 

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 ()
Additional contact information
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
References: View references in EconPapers View complete reference list from CitEc
Citations: Track citations by RSS feed

Downloads: (external link)
http://link.springer.com/10.1007/s10551-018-3813-6 Abstract (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:kap:jbuset:v:159:y:2019:i:3:d:10.1007_s10551-018-3813-6

Ordering information: This journal article can be ordered from
http://www.springer. ... cs/journal/10551/PS2

Access Statistics for this article

Journal of Business Ethics is currently edited by Michelle Greenwood and R. Edward Freeman

More articles in Journal of Business Ethics from Springer
Bibliographic data for series maintained by Sonal Shukla ().

 
Page updated 2019-11-24
Handle: RePEc:kap:jbuset:v:159:y:2019:i:3:d:10.1007_s10551-018-3813-6