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Flow and Information Sharing as Predictors of Ethical Selling Behavior

Author

Listed:
  • Guda Sridhar

    (Indian Institute of Management Kozhikode (IIMK))

  • Teidorlang Lyngdoh

    (Xavier School of Management XLRI)

Abstract

Ethical selling has been found to have significant influence on sales performance and relational selling behaviors. However, sales ethics was mostly explored through a negative lens (i.e., what is wrong with salesperson) and we depart from this tradition by using a positive lens (i.e., if sales person is in flow, she would be more ethical). Using broaden-and-build theory, this paper examines the influence of flow on ethical selling. The mediating role of information sharing is also examined. Results from a study of 192 pharmaceutical salespeople in India suggest that flow influences ethical selling behavior via information sharing. The findings imply that flow can serve as a driver for information sharing and ethical decision making among salespeople. The study contributes to the sales ethics literature by extending the application of positive psychology to the sales domain for the first time.

Suggested Citation

  • 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.
    • Handle: RePEc:kap:jbuset:v:158:y:2019:i:3:d:10.1007_s10551-017-3743-8
    DOI: 10.1007/s10551-017-3743-8
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    Cited by:

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    2. Bruno Lussier & Nawar Chaker & Nathaniel Hartmann & Deva Rangarajan, 2022. "Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy," Post-Print hal-03707345, HAL.
    3. Shanta R. Yapa & R. Senathiraja & Jurgen Poesche & Ilkka Kauranen, 2020. "Sequential Coherence as a Success Factor in Personal Selling," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 12(2), pages 1-13, July.

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