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An Emotion-Based Model of Salesperson Ethical Behaviors

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  • Raj Agnihotri
  • Adam Rapp
  • Prabakar Kothandaraman
  • Rakesh Singh

Abstract

Academic research studies examining the ethical attitudes and behaviors of salespeople have produced several frameworks that explore the ethical decision-making processes to which salespeople adhere when faced with ethical dilemmas. Past literature enriches our understanding; however, a critical review of the relevant literature suggests that an emotional route to salesperson ethical decision-making has yet to be explored. Given the fact that individuals’ emotional capacities play an important role in decision-making when faced with an ethical dilemma, there is a need for empirical research in this area. We address this issue by outlining and testing an emotion-based model to study the ethical attitudes and behaviors of salespeople in a relational selling context. Building on the cognitive-affective model proposed by Gaudine and Thorne (J Bus Ethics 31:175–187, 2001 ), we outline a framework that incorporates higher order prosocial emotions: capacity for concern and capacity for guilt. We include salesperson’s role clarity within the organization as a moderator to examine person–situation interaction. Copyright Springer Science+Business Media B.V. 2012

Suggested Citation

  • Raj Agnihotri & Adam Rapp & Prabakar Kothandaraman & Rakesh Singh, 2012. "An Emotion-Based Model of Salesperson Ethical Behaviors," Journal of Business Ethics, Springer, vol. 109(2), pages 243-257, August.
  • Handle: RePEc:kap:jbuset:v:109:y:2012:i:2:p:243-257
    DOI: 10.1007/s10551-011-1123-3
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    References listed on IDEAS

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    5. Lu-Ming Tseng, 2019. "How Implicit Ethics Institutionalization Affects Ethical Selling Intention: The Case of Taiwan’s Life Insurance Salespeople," Journal of Business Ethics, Springer, vol. 158(3), pages 727-742, September.
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    7. Popa Mirela & Salanta Irina Iulia, 2013. "Emotions In The Organizational Environment," Annals of Faculty of Economics, University of Oradea, Faculty of Economics, vol. 1(1), pages 1595-1605, July.
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