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Does transparency influence the ethical behavior of salespeople?

Author

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  • Cicala, John E.
  • Bush, Alan J.
  • Sherrell, Daniel L.
  • Deitz, George D.

Abstract

This study introduces the concept of perceived salesperson transparency to the sales literature. It addresses how recent technological developments impact traditional agency theory concerns, while simultaneously creating a conceptual definition of perceived transparency for application on an individual level. Salesperson perceptions regarding managerial use of behavioral information obtained through technological means are empirically found to have a mediating effect on the relationship between managerial access to such information and the likelihood of unethical salesperson behavior. It concludes that salesperson ethical behavior is not influenced by management's ability to obtain behaviorally relevant information, but rather by the use of this information. Further, it is found that the mediating influence of use of information accessed via technology is itself moderated by the salesperson's job performance.

Suggested Citation

  • Cicala, John E. & Bush, Alan J. & Sherrell, Daniel L. & Deitz, George D., 2014. "Does transparency influence the ethical behavior of salespeople?," Journal of Business Research, Elsevier, vol. 67(9), pages 1787-1795.
    • Handle: RePEc:eee:jbrese:v:67:y:2014:i:9:p:1787-1795
    DOI: 10.1016/j.jbusres.2013.12.011
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    References listed on IDEAS

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    1. Bush, Alan J. & Bush, Victoria D. & Orr, Linda M. & Rocco, Richard A., 2007. "Sales technology: Help or hindrance to ethical behaviors and productivity?," Journal of Business Research, Elsevier, vol. 60(11), pages 1198-1205, November.
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    Cited by:

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    2. Seçil Bal Taştan & Seyed Mehdi Mousavi Davoudi, 2019. "The relationship between socially responsible leadership and organisational ethical climate: in search for the role of leader's relational transparency," International Journal of Business Governance and Ethics, Inderscience Enterprises Ltd, vol. 13(3), pages 275-299.
    3. Bagozzi, Richard P. & Sekerka, Leslie E. & Sguera, Francesco, 2018. "Understanding the consequences of pride and shame: How self-evaluations guide moral decision making in business," Journal of Business Research, Elsevier, vol. 84(C), pages 271-284.
    4. Sung-Bum Kim & Dae-Young Kim, 2016. "The impacts of corporate social responsibility, service quality, and transparency on relationship quality and customer loyalty in the hotel industry," Asian Journal of Sustainability and Social Responsibility, Springer, vol. 1(1), pages 39-55, December.
    5. Johannes Habel & Sascha Alavi & Nicolas Heinitz, 2023. "A theory of predictive sales analytics adoption," AMS Review, Springer;Academy of Marketing Science, vol. 13(1), pages 34-54, June.
    6. Victoria Bush & Alan J. Bush & Jared Oakley & John E. Cicala, 2017. "The Sales Profession as a Subculture: Implications for Ethical Decision Making," Journal of Business Ethics, Springer, vol. 142(3), pages 549-565, May.

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