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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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    Cited by:

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    3. Scott J. Vitell & Robert Allen King & Jatinder Jit Singh, 2013. "A special emphasis and look at the emotional side of ethical decision-making," AMS Review, Springer;Academy of Marketing Science, vol. 3(2), pages 74-85, June.
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    7. Lamberto Zollo & Massimiliano Matteo Pellegrini & Cristiano Ciappei, 2017. "What Sparks Ethical Decision Making? The Interplay Between Moral Intuition and Moral Reasoning: Lessons from the Scholastic Doctrine," Journal of Business Ethics, Springer, vol. 145(4), pages 681-700, November.
    8. J. J. Klerk, 2017. "Nobody is as Blind as Those Who Cannot Bear to See: Psychoanalytic Perspectives on the Management of Emotions and Moral Blindness," Journal of Business Ethics, Springer, vol. 141(4), pages 745-761, April.
    9. 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.
    10. 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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    13. Omar S. Itani & Nawar N. Chaker, 2022. "Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate," Journal of Business Ethics, Springer, vol. 181(4), pages 847-871, December.
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