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Workplace Spirituality as a Precursor to Relationship-Oriented Selling Characteristics

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  • Vaibhav Chawla
  • Sridhar Guda

Abstract

Very few studies have looked upon the construct of workplace spirituality in sales organization context. This paper integrates workplace spirituality with sales literature. The paper points out that self-interest transcendence is a common aspect in the workplace spirituality concept which emerged a decade ago and in most of the relationship-oriented selling characteristics—customer orientation, adaptability, service orientation, and ethical selling behavior. Based on the common aspect of self-interest transcendence, we propose that workplace spirituality could be a causal precursor to relationship-oriented selling characteristics. We present guidelines for future research, implications for practice and a few potential downsides of workplace spirituality in sales organization. Copyright Springer Science+Business Media B.V. 2013

Suggested Citation

  • Vaibhav Chawla & Sridhar Guda, 2013. "Workplace Spirituality as a Precursor to Relationship-Oriented Selling Characteristics," Journal of Business Ethics, Springer, vol. 115(1), pages 63-73, June.
    • Handle: RePEc:kap:jbuset:v:115:y:2013:i:1:p:63-73
    DOI: 10.1007/s10551-012-1370-y
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    References listed on IDEAS

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    1. Badrinarayan Pawar, 2009. "Some of the Recent Organizational Behavior Concepts as Precursors to Workplace Spirituality," Journal of Business Ethics, Springer, vol. 88(2), pages 245-261, August.
    2. Diana C. Robertson & Erin Anderson, 1993. "Control System and Task Environment Effects on Ethical Judgment: An Exploratory Study of Industrial Salespeople," Organization Science, INFORMS, vol. 4(4), pages 617-644, November.
    3. Fahri Karakas, 2010. "Spirituality and Performance in Organizations: A Literature Review," Journal of Business Ethics, Springer, vol. 94(1), pages 89-106, June.
    4. Stanley F. Slater & Eric M. Olson, 2000. "Strategy type and performance: the influence of sales force management," Strategic Management Journal, Wiley Blackwell, vol. 21(8), pages 813-829, August.
    5. Roman, Sergio & Ruiz, Salvador, 2005. "Relationship outcomes of perceived ethical sales behavior: the customer's perspective," Journal of Business Research, Elsevier, vol. 58(4), pages 439-445, April.
    6. Ashish Pandey & Rajen Gupta & A. Arora, 2009. "Spiritual Climate of Business Organizations and Its Impact on Customers’ Experience," Journal of Business Ethics, Springer, vol. 88(2), pages 313-332, August.
    7. George Gotsis & Zoi Kortezi, 2008. "Philosophical Foundations of Workplace Spirituality: A Critical Approach," Journal of Business Ethics, Springer, vol. 78(4), pages 575-600, April.
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    Cited by:

    1. Tanja Wolf & Birgit Feldbauer-Durstmüller, 2023. "New insights into workplace chaplaincy," Review of Managerial Science, Springer, vol. 17(4), pages 1147-1173, May.
    2. Colin B. Gabler & Omar S. Itani & Raj Agnihotri, 2023. "Activating Corporate Environmental Ethics on the Frontline: A Natural Resource-Based View," Journal of Business Ethics, Springer, vol. 186(1), pages 63-86, August.
    3. Naval Garg & B. K. Punia & Anuradha Jain, 2019. "Workplace Spirituality and Job Satisfaction: Exploring Mediating Effect of Organization Citizenship Behaviour," Vision, , vol. 23(3), pages 287-296, September.
    4. Madhu Lata & Richa Chaudhary, 2021. "Workplace Spirituality and Experienced Incivility at Work: Modeling Dark Triad as a Moderator," Journal of Business Ethics, Springer, vol. 174(3), pages 645-667, December.
    5. Guda Sridhar & Teidorlang Lyngdoh, 2019. "Flow and Information Sharing as Predictors of Ethical Selling Behavior," Journal of Business Ethics, Springer, vol. 158(3), pages 807-823, September.
    6. Suchuan Zhang, 2020. "Workplace Spirituality and Unethical Pro-organizational Behavior: The Mediating Effect of Job Satisfaction," Journal of Business Ethics, Springer, vol. 161(3), pages 687-705, January.

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