IDEAS home Printed from https://ideas.repec.org/a/kap/mktlet/v33y2022i3d10.1007_s11002-021-09612-5.html
   My bibliography  Save this article

The effect of trust in management on salespeople’s selling orientation

Author

Listed:
  • Peter Dickson

    (Florida International University)

  • Erick M. Mas

    (Indiana University Bloomington)

  • Michelle Solt

    (Valparaiso University)

  • Tessa Garcia-Collart

    (University of Missouri - St. Louis)

  • Jaclyn L. Tanenbaum

    (Florida International University)

Abstract

In the following study, a sales rep hard-selling orientation is much more influenced by the hard-selling orientation they perceive senior management want them to adopt when (1) they trust senior management and (2) when their sales manager is perceived to take a similar position as senior management. Thus, a strong in-sync ethical signal is sent, either low or high. Trust plays no moderating role in senior management or sales managers’ influence on a salesperson’s level of customer orientation. This is because pursuing a customer orientation does not increase risk and vulnerability the way that pursuing a hard-selling orientation does, and trust is only an influential construct when there exists risk and vulnerability. In addition, no strong in-sync ethical signal effect was observed on sales rep customer orientation.

Suggested Citation

  • Peter Dickson & Erick M. Mas & Michelle Solt & Tessa Garcia-Collart & Jaclyn L. Tanenbaum, 2022. "The effect of trust in management on salespeople’s selling orientation," Marketing Letters, Springer, vol. 33(3), pages 381-397, September.
    • Handle: RePEc:kap:mktlet:v:33:y:2022:i:3:d:10.1007_s11002-021-09612-5
    DOI: 10.1007/s11002-021-09612-5
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s11002-021-09612-5
    File Function: Abstract
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1007/s11002-021-09612-5?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. Naresh K. Malhotra & Sung S. Kim & Ashutosh Patil, 2006. "Common Method Variance in IS Research: A Comparison of Alternative Approaches and a Reanalysis of Past Research," Management Science, INFORMS, vol. 52(12), pages 1865-1883, December.
    Full references (including those not matched with items on IDEAS)

    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. Hota, Monali & Bartsch, Fabian, 2019. "Consumer socialization in childhood and adolescence: Impact of psychological development and family structure," Journal of Business Research, Elsevier, vol. 105(C), pages 11-20.
    2. Jean–Luc Arregle & Bat Batjargal & Michael A. Hitt & Justin W. Webb & Toyah Miller & Anne S. Tsui, 2015. "Family Ties in Entrepreneurs’ Social Networks and New Venture Growth," Entrepreneurship Theory and Practice, , vol. 39(2), pages 313-344, March.
    3. Jebarajakirthy, Charles & Shankar, Amit, 2021. "Impact of online convenience on mobile banking adoption intention: A moderated mediation approach," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
    4. Dong-Hong Zhu & Ya-Ping Chang, 2013. "Negative Publicity Effect of the Business Founder’s Unethical Behavior on Corporate Image: Evidence from China," Journal of Business Ethics, Springer, vol. 117(1), pages 111-121, September.
    5. Nedkovski, Vojkan & Guerci, Marco & De Battisti, Francesca & Siletti, Elena, 2017. "Organizational ethical climates and employee's trust in colleagues, the supervisor, and the organization," Journal of Business Research, Elsevier, vol. 71(C), pages 19-26.
    6. Sangryeong Lee & Soo-Kyoung Lee & Jin-Woo Park, 2024. "The Effect of Service Quality and Sustainability Practices on Brand Equity: The Case of Korean Air Passengers," Sustainability, MDPI, vol. 16(11), pages 1-20, May.
    7. Heiko Bergmann, 2017. "The formation of opportunity beliefs among university entrepreneurs: an empirical study of research- and non-research-driven venture ideas," The Journal of Technology Transfer, Springer, vol. 42(1), pages 116-140, February.
    8. Mäntymäki, Matti & Salo, Jari, 2013. "Purchasing behavior in social virtual worlds: An examination of Habbo Hotel," International Journal of Information Management, Elsevier, vol. 33(2), pages 282-290.
    9. Musarra, Giuseppe & Kadile, Vita & Zaefarian, Ghasem & Oghazi, Pejvak & Najafi-Tavani, Zhaleh, 2022. "Emotions, culture intelligence, and mutual trust in technology business relationships," Technological Forecasting and Social Change, Elsevier, vol. 181(C).
    10. Hsu, Dan K. & Burmeister-Lamp, Katrin & Simmons, Sharon A. & Foo, Maw-Der & Hong, Michelle C. & Pipes, Jesse D., 2019. "“I know I can, but I don't fit”: Perceived fit, self-efficacy, and entrepreneurial intention," Journal of Business Venturing, Elsevier, vol. 34(2), pages 311-326.
    11. Lin Jia & Xiuwei Song & Dianne Hall, 2022. "Influence of Habits on Mobile Payment Acceptance: An Ecosystem Perspective," Information Systems Frontiers, Springer, vol. 24(1), pages 247-266, February.
    12. Neus Vila-Brunet & Josep Llach, 2020. "OSS-Qual: Holistic Scale to Assess Customer Quality Perception When Buying Secondhand Products in Online Platforms," Sustainability, MDPI, vol. 12(21), pages 1-15, November.
    13. Matanda, Margaret Jekanyika & Freeman, Susan, 2009. "Effect of perceived environmental uncertainty on exporter-importer inter-organisational relationships and export performance improvement," International Business Review, Elsevier, vol. 18(1), pages 89-107, February.
    14. Kawai, Norifumi & Chung, Chul, 2019. "Expatriate utilization, subsidiary knowledge creation and performance: The moderating role of subsidiary strategic context," Journal of World Business, Elsevier, vol. 54(1), pages 24-36.
    15. Hasan M. Aleassa, 2014. "Performance Appraisal Satisfaction and Counterproductive Behaviors: Direct and Moderating Effects," International Journal of Business Administration, International Journal of Business Administration, Sciedu Press, vol. 5(1), pages 76-89, January.
    16. Tu Yidong & Lu Xinxin, 2013. "How Ethical Leadership Influence Employees’ Innovative Work Behavior: A Perspective of Intrinsic Motivation," Journal of Business Ethics, Springer, vol. 116(2), pages 441-455, August.
    17. Ko, Eun-Jung & Kim, A-Hyun & Kim, Sang-Soo, 2021. "Toward the understanding of the appropriation of ICT-based Smart-work and its impact on performance in organizations," Technological Forecasting and Social Change, Elsevier, vol. 171(C).
    18. Javad Shahreki & Jaya Ganesan & Kavitha Raman & Audrey Lim Li Chin & Tee Suan Chin, 2019. "The effect of human resource information system application on employee satisfaction and turnover intention," Entrepreneurship and Sustainability Issues, VsI Entrepreneurship and Sustainability Center, vol. 7(2), pages 1462-1479, December.
    19. Jean, Ruey Jer “Bryan” & Kim, Daekwan & Bello, Daniel C., 2017. "Relationship-based product innovations: Evidence from the global supply chain," Journal of Business Research, Elsevier, vol. 80(C), pages 127-140.
    20. Xue, Jinjie & Liu, Junqi & Geng, Zizhen & Yuan, Hongping & Chao, Lei, 2023. "Why and when do paradoxical management capabilities matter to paradoxical pressure? An empirical investigation of the role of coopetition," Technovation, Elsevier, vol. 120(C).

    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:mktlet:v:33:y:2022:i:3:d:10.1007_s11002-021-09612-5. 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.