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Outcomes of ethical leadership among salespeople

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  • DeConinck, James B.

Abstract

The study of ethical leadership has gained importance in recent years given the number of business scandals involving corporate leaders. This study, using a sample of 331 salespeople, expands upon prior research by examining how ethical leadership influences several important job outcomes (perceived organizational fit, organizational identification, and organizational citizenship behavior) that have seldom been included in previous studies. The results indicate that ethical leadership directly influences salespersons' perception of the degree to which their values fit with the organization's values, their willingness to engage in extra-role behavior, organizational identification, and turnover intentions. The results show that ethical leaders positively influence employees' job attitudes and behaviors.

Suggested Citation

  • DeConinck, James B., 2015. "Outcomes of ethical leadership among salespeople," Journal of Business Research, Elsevier, vol. 68(5), pages 1086-1093.
    • Handle: RePEc:eee:jbrese:v:68:y:2015:i:5:p:1086-1093
    DOI: 10.1016/j.jbusres.2014.10.011
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    References listed on IDEAS

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    1. Tajneen Affnaan Saleh & Abdullah Sarwar & Md. Amirul Islam & Muhammad Mohiuddin & Zhan Su, 2022. "Effects of Leader Conscientiousness and Ethical Leadership on Employee Turnover Intention: The Mediating Role of Individual Ethical Climate and Emotional Exhaustion," IJERPH, MDPI, vol. 19(15), pages 1-17, July.
    2. Tuan, Luu Trong & Ngan, Vu Thanh, 2021. "Leading ethically to shape service-oriented organizational citizenship behavior among tourism salespersons: Dual mediation paths and moderating role of service role identity," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    3. Muel Kaptein, 2019. "The Moral Entrepreneur: A New Component of Ethical Leadership," Journal of Business Ethics, Springer, vol. 156(4), pages 1135-1150, June.
    4. Kalra, Ashish & Briggs, Elten & Schrock, Wyatt, 2023. "Exploring the synergistic role of ethical leadership and sales control systems on salesperson social media use and sales performance," Journal of Business Research, Elsevier, vol. 154(C).
    5. Yousaf, Saira & Imran Rasheed, Muhammad & Kaur, Puneet & Islam, Nazrul & Dhir, Amandeep, 2022. "The dark side of phubbing in the workplace: Investigating the role of intrinsic motivation and the use of enterprise social media (ESM) in a cross-cultural setting," Journal of Business Research, Elsevier, vol. 143(C), pages 81-93.
    6. Vishag Badrinarayanan & Indu Ramachandran & Sreedhar Madhavaram, 2019. "Mirroring the Boss: Ethical Leadership, Emulation Intentions, and Salesperson Performance," Journal of Business Ethics, Springer, vol. 159(3), pages 897-912, October.

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