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How complexity impacts salesperson counterproductive behavior: The mediating role of moral disengagement

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  • Seriki, Olalekan K.
  • Nath, Pravin
  • Ingene, Charles A.
  • Evans, Kenneth R.

Abstract

We explore the mediating role of moral disengagement in counterproductive behavior by professional sellers. Moral disengagement is a cognitive state in which moral standards are deactivated from one's actions. We theorize that the effect of job-related complexity on salesperson counterproductive behavior is better explained when this relationship is mediated by salesperson moral disengagement. Our empirical findings support the explanation that complexity influences salesperson's moral disengagement. In turn, this influences counterproductive salesperson behavior. Ethical role modeling is found to play a strong mitigating role. Overall, our results indicate how counterproductive salesperson behavior develops, why salespeople engage in such behavior, and how sales managers can project themselves as ethical mentors to lessen unfavorable behaviors by salespeople.

Suggested Citation

  • Seriki, Olalekan K. & Nath, Pravin & Ingene, Charles A. & Evans, Kenneth R., 2020. "How complexity impacts salesperson counterproductive behavior: The mediating role of moral disengagement," Journal of Business Research, Elsevier, vol. 107(C), pages 324-335.
    • Handle: RePEc:eee:jbrese:v:107:y:2020:i:c:p:324-335
    DOI: 10.1016/j.jbusres.2018.10.060
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    Cited by:

    1. Hao Ji & Jin Yan, 2023. "Why does counterproductive work behavior lead to pro-social rule breaking? The roles of impression management motives and leader-liking," Asia Pacific Journal of Management, Springer, vol. 40(4), pages 1323-1339, December.
    2. Locander, David A. & Darrat, Mahmoud A. & Babin, Barry J., 2023. "Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes," Journal of Business Research, Elsevier, vol. 154(C).
    3. Corsaro, Daniela, 2022. "Explaining the Sales Transformation through an institutional lens," Journal of Business Research, Elsevier, vol. 142(C), pages 1106-1124.
    4. Locander, David A. & Locander, Jennifer A. & Weinberg, Frankie J., 2020. "How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective," Journal of Business Research, Elsevier, vol. 118(C), pages 452-462.
    5. Agnihotri, Arpita & Bhattacharya, Saurabh & Gupta, Suraksha, 2023. "Do morally disengaged employees withdraw from customer-oriented citizenship behavior in response to customers’ uncivil behavior?," Journal of Business Research, Elsevier, vol. 165(C).
    6. Marlond Antunez & Nelson Ramalho & Tânia M. G. Marques, 2024. "Context Matters Less Than Leadership in Preventing Unethical Behaviour in International Business," Journal of Business Ethics, Springer, vol. 192(2), pages 307-322, June.
    7. Chan, Christopher & Ananthram, Subramaniam & Thaker, Keyur & Liu, Yi, 2022. "Do religiosity and ethical principles influence ethical decision-making in a multi-faith context? Evidence from India," Journal of Business Research, Elsevier, vol. 149(C), pages 772-785.
    8. Sebastian Forkmann & Jonathan Webb & Stephan C. Henneberg & Lisa K. Scheer, 2022. "Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships," Journal of the Academy of Marketing Science, Springer, vol. 50(5), pages 889-914, September.
    9. Lyngdoh, Teidorlang & Chefor, Ellis & Hochstein, Bryan & Britton, Benjamin P. & Amyx, Douglas, 2021. "A systematic literature review of negative psychological states and behaviors in sales," Journal of Business Research, Elsevier, vol. 122(C), pages 518-533.

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