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Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions

Author

Listed:
  • Selma Kadic-Maglajlic

    (University of Sarajevo)

  • Milena Micevski

    (University of Vienna)

  • Nick Lee

    (University of Warwick)

  • Nathaniel Boso

    (University of Leeds)

  • Irena Vida

    (University of Ljubljana)

Abstract

In general, the business ethics literature has treated the conceptual domains and outcomes of macro-level (industrial), meso-level (organizational), and micro-level (individual) ethical influence separately. However, this singular treatment ignores the synergies and tensions that can arise across these different types of ethical influence. Using sales as a research context, the current study argues that all three ethical frames of references are important in shaping employee behavior and performance and, as such, should be examined simultaneously. The findings show that industrial ethical climate and salesperson moral equity are positively associated with salesperson customer orientation. In addition, industrial and organizational ethical norms have a stronger joint effect on customer orientation than either ethical climate alone. More specifically, a more ethical organizational climate enhances the positive effects of the industrial ethical climate on customer orientation. Furthermore, whereas salesperson moral equity is significantly associated with salesperson customer orientation, strong moral equity beliefs in situations requiring adaptive selling result in weaker sales outcomes. This study concludes with a set of theoretical and actionable implications, as well as a discussion of future research avenues.

Suggested Citation

  • Selma Kadic-Maglajlic & Milena Micevski & Nick Lee & Nathaniel Boso & Irena Vida, 2019. "Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions," Journal of Business Ethics, Springer, vol. 156(2), pages 377-397, May.
    • Handle: RePEc:kap:jbuset:v:156:y:2019:i:2:d:10.1007_s10551-017-3588-1
    DOI: 10.1007/s10551-017-3588-1
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    References listed on IDEAS

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    3. Bruno Lussier & Nathaniel N. Hartmann & Willy Bolander, 2021. "Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach," Journal of Business Ethics, Springer, vol. 169(4), pages 747-766, April.

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