IDEAS home Printed from https://ideas.repec.org/a/kap/jbuset/v159y2019i3d10.1007_s10551-018-3813-6.html
   My bibliography  Save this article

Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent

Author

Listed:
  • Kevin J. Shanahan

    (Mississippi State University)

  • Christopher D. Hopkins

    (Auburn University)

Abstract

The nature of the sales manager/salesperson relationship is examined. Our study investigates the level of agreement between sales managers and salespeople on the importance of the salesperson having specific internal virtues in order to do their job properly. Unlike external virtues that can be codified into codes of conduct, internal virtues are traits that cannot be codified but rather are part of the spiritual makeup of the person. Findings suggest that the level of agreement between sales managers and salespeople in this area drives satisfaction with the sales manager and organizational commitment. Further, contrary to studies which use a summated job satisfaction measure, which consists of several facets of job satisfaction (pay, promotion etc.), satisfaction with the sales manager has a direct relationship with turnover intent.

Suggested Citation

  • Kevin J. Shanahan & Christopher D. Hopkins, 2019. "Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent," Journal of Business Ethics, Springer, vol. 159(3), pages 837-848, October.
  • Handle: RePEc:kap:jbuset:v:159:y:2019:i:3:d:10.1007_s10551-018-3813-6
    DOI: 10.1007/s10551-018-3813-6
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10551-018-3813-6
    File Function: Abstract
    Download Restriction: Access to full text is restricted to subscribers.

    File URL: https://libkey.io/10.1007/s10551-018-3813-6?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Scott Vitell & Anusorn Singhapakdi, 2008. "The Role of Ethics Institutionalization in Influencing Organizational Commitment, Job Satisfaction, and Esprit de Corps," Journal of Business Ethics, Springer, vol. 81(2), pages 343-353, August.
    2. Payne, G. Tyge & Brigham, Keith H. & Broberg, J. Christian & Moss, Todd W. & Short, Jeremy C., 2011. "Organizational Virtue Orientation and Family Firms," Business Ethics Quarterly, Cambridge University Press, vol. 21(2), pages 257-285, April.
    3. Rutherford, Brian & Boles, James & Hamwi, G. Alexander & Madupalli, Ramana & Rutherford, Leann, 2009. "The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors," Journal of Business Research, Elsevier, vol. 62(11), pages 1146-1151, November.
    4. Parasuraman, A. & Futrell, Charles M., 1983. "Demographics, job satisfaction, and propensity to leave of industrial salesmen," Journal of Business Research, Elsevier, vol. 11(1), pages 33-48, March.
    5. Jaramillo, Fernando & Mulki, Jay Prakash & Marshall, Greg W., 2005. "A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research," Journal of Business Research, Elsevier, vol. 58(6), pages 705-714, June.
    6. Collier, Jane, 1998. "Theorising the Ethical Organization," Business Ethics Quarterly, Cambridge University Press, vol. 8(4), pages 621-654, October.
    7. McQuitty, Shaun, 2004. "Statistical power and structural equation models in business research," Journal of Business Research, Elsevier, vol. 57(2), pages 175-183, February.
    8. Akbar Zaheer & Bill McEvily & Vincenzo Perrone, 1998. "Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance," Organization Science, INFORMS, vol. 9(2), pages 141-159, April.
    9. Macintosh, Gerrard & Krush, Michael, 2014. "Examining the link between salesperson networking behaviors, job satisfaction, and organizational commitment: Does gender matter?," Journal of Business Research, Elsevier, vol. 67(12), pages 2628-2635.
    10. Eugenia Sánchez Vidal, M & Valle, Raquel Sanz & Isabel Barba Aragón, M, 2007. "Antecedents of repatriates' job satisfaction and its influence on turnover intentions: Evidence from Spanish repatriated managers," Journal of Business Research, Elsevier, vol. 60(12), pages 1272-1281, December.
    11. Bellou, Victoria, 2008. "Exploring civic virtue and turnover intention during organizational changes," Journal of Business Research, Elsevier, vol. 61(7), pages 778-789, July.
    12. Park, Jeong Eun & Deitz, George D., 2006. "The effect of working relationship quality on salesperson performance and job satisfaction: Adaptive selling behavior in Korean automobile sales representatives," Journal of Business Research, Elsevier, vol. 59(2), pages 204-213, February.
    13. Brunk, Katja H. & Blümelhuber, Christian, 2011. "One strike and you're out: Qualitative insights into the formation of consumers' ethical company or brand perceptions," Journal of Business Research, Elsevier, vol. 64(2), pages 134-141, February.
    14. Schwepker, Charles Jr., 2001. "Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforce," Journal of Business Research, Elsevier, vol. 54(1), pages 39-52, October.
    15. Comer, James M. & Machleit, Karen A. & Lagace, Rosemary R., 1989. "Psychometric assessment of a reduced version of INDSALES," Journal of Business Research, Elsevier, vol. 18(4), pages 291-302, June.
    16. Jay Mulki & Jorge Jaramillo & William Locander, 2008. "Effect of Ethical Climate on Turnover Intention: Linking Attitudinal- and Stress Theory," Journal of Business Ethics, Springer, vol. 78(4), pages 559-574, April.
    17. Jelena Spanjol & Leona Tam & Vivian Tam, 2015. "Employer–Employee Congruence in Environmental Values: An Exploration of Effects on Job Satisfaction and Creativity," Journal of Business Ethics, Springer, vol. 130(1), pages 117-130, August.
    18. Manu Gupta & Vinod Kumar & Mandeep Singh, 2014. "Creating Satisfied Employees Through Workplace Spirituality: A Study of the Private Insurance Sector in Punjab (India)," Journal of Business Ethics, Springer, vol. 122(1), pages 79-88, June.
    19. Brunk, Katja H., 2010. "Exploring origins of ethical company/brand perceptions -- A consumer perspective of corporate ethics," Journal of Business Research, Elsevier, vol. 63(3), pages 255-262, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Aboul-Dahab, Sameh & Agag, Gomaa & Hassan Abdelmoety, Ziad, 2021. "Examining the influence of cultural and ethical ideology on consumers’ perceptions about the ethics of online retailers and its effects on their loyalty," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    2. Maria Clara Figueiredo Dalla Costa Ames & Mauricio C. Serafim & Felipe Flôres Martins, 2022. "Analysis of Scales and Measures of Moral Virtues: A Systematic Review," RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração, vol. 26(6), pages 190379-1903.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Rutherford, Brian & Boles, James & Hamwi, G. Alexander & Madupalli, Ramana & Rutherford, Leann, 2009. "The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors," Journal of Business Research, Elsevier, vol. 62(11), pages 1146-1151, November.
    2. Omar S. Itani & Fernando Jaramillo & Larry Chonko, 2019. "Achieving Top Performance While Building Collegiality in Sales: It All Starts with Ethics," Journal of Business Ethics, Springer, vol. 156(2), pages 417-438, May.
    3. DeConinck, James B., 2010. "The influence of ethical climate on marketing employees' job attitudes and behaviors," Journal of Business Research, Elsevier, vol. 63(4), pages 384-391, April.
    4. Hartmann, Nathaniel N. & Rutherford, Brian N. & Hamwi, G. Alexander & Friend, Scott B., 2013. "The effects of mentoring on salesperson commitment," Journal of Business Research, Elsevier, vol. 66(11), pages 2294-2300.
    5. Weihui Fu & Satish Deshpande, 2012. "Antecedents of Organizational Commitment in a Chinese Construction Company," Journal of Business Ethics, Springer, vol. 109(3), pages 301-307, September.
    6. Rajesh Srivastava & Thomas Tang, 2015. "Coping Intelligence: Coping Strategies and Organizational Commitment Among Boundary Spanning Employees," Journal of Business Ethics, Springer, vol. 130(3), pages 525-542, September.
    7. Katja H. Brunk & Cara Boer, 2020. "How do Consumers Reconcile Positive and Negative CSR-Related Information to Form an Ethical Brand Perception? A Mixed Method Inquiry," Journal of Business Ethics, Springer, vol. 161(2), pages 443-458, January.
    8. Castaldo, Sandro & Ciacci, Andrea & Penco, Lara, 2023. "Perceived corporate social responsibility and job satisfaction in grocery retail: A comparison between low- and high-productivity stores," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    9. Ashill, Nicholas J. & Rod, Michel, 2011. "Burnout processes in non-clinical health service encounters," Journal of Business Research, Elsevier, vol. 64(10), pages 1116-1127, October.
    10. Micevski, Milena & Kadic-Maglajlic, Selma & Banerjee, Sourindra & Cadogan, John & Lee, Nick, 2017. "Is it better to be both nice and nasty? Investigating the co-occurrence of sales manager aggressiveness and caring," Journal of Business Research, Elsevier, vol. 80(C), pages 266-276.
    11. Jose Ribamar Siqueira Junior & Enrique Horst & German Molina & Laura H. Gunn & Felipe Reinoso-Carvalho & Burcu Sezen & Nathalie Peña-García, 2023. "Branding in the eye of the storm: the impact of brand ethical behavior on brand commitment during the COVID-19 crisis in a South American country," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(1), pages 95-115, March.
    12. M. Guerci & Giovanni Radaelli & Elena Siletti & Stefano Cirella & A. Rami Shani, 2015. "The Impact of Human Resource Management Practices and Corporate Sustainability on Organizational Ethical Climates: An Employee Perspective," Journal of Business Ethics, Springer, vol. 126(2), pages 325-342, January.
    13. Hsieh, Hui-Hsien & Wang, Yau-De, 2016. "Linking perceived ethical climate to organizational deviance: The cognitive, affective, and attitudinal mechanisms," Journal of Business Research, Elsevier, vol. 69(9), pages 3600-3608.
    14. Sebastian Goebel & Barbara E. Weißenberger, 2017. "The Relationship Between Informal Controls, Ethical Work Climates, and Organizational Performance," Journal of Business Ethics, Springer, vol. 141(3), pages 505-528, March.
    15. Kumar, Vikas & Kaushal, Vikrant & Shashi,, 2023. "Role of customer perceived brand ethicality in inducing engagement in online brand communities," Journal of Retailing and Consumer Services, Elsevier, vol. 71(C).
    16. Charles H. Schwepker & Sean R. Valentine & Robert A. Giacalone & Mark Promislo, 2021. "Good Barrels Yield Healthy Apples: Organizational Ethics as a Mechanism for Mitigating Work-Related Stress and Promoting Employee Well-Being," Journal of Business Ethics, Springer, vol. 174(1), pages 143-159, November.
    17. Stacy H. Lee & Jung Ha-Brookshire, 2017. "Ethical Climate and Job Attitude in Fashion Retail Employees’ Turnover Intention, and Perceived Organizational Sustainability Performance: A Cross-Sectional Study," Sustainability, MDPI, vol. 9(3), pages 1-19, March.
    18. Rita Paralta & Eduardo Simões & Ana Patrícia Duarte, 2023. "Subjective Well-Being in Organizations: Effects of Internal Ethical Context and Ethical Leadership," IJERPH, MDPI, vol. 20(5), pages 1-17, March.
    19. Vera Herédia-Colaço & Rita Coelho do Vale & Sofia B. Villas-Boas, 2019. "Does Fair Trade Breed Contempt? A Cross-Country Examination on the Moderating Role of Brand Familiarity and Consumer Expertise on Product Evaluation," Journal of Business Ethics, Springer, vol. 156(3), pages 737-758, May.
    20. Subramaniam Ananthram & Christopher Chan, 2016. "Religiosity, spirituality and ethical decision-making: Perspectives from executives in Indian multinational enterprises," Asia Pacific Journal of Management, Springer, vol. 33(3), pages 843-880, September.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:kap:jbuset:v:159:y:2019:i:3:d:10.1007_s10551-018-3813-6. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.