Mulki, Jay Prakash; Jaramillo, Fernando; Locander, William B.
January 2006
Journal of Personal Selling & Sales Management;Winter2006, Vol. 26 Issue 1, p19
Academic Journal
This study builds on previous research to investigate the integrated effects of ethical climate and supervisory trust on salesperson's job attitudes and intentions to quit. Responses from 344 salespeople who work for a global pharmaceutical company were used to examine the relationships among ethical climate, trust in supervisor, job satisfaction, organizational commitment, and turnover intention. Results indicate that ethical climate is a significant predictor of trust in supervisor, job satisfaction, and organizational commitment. Also, results show that trust in supervisor is an antecedent of job satisfaction and turnover intention. Implications for academicians and practitioners are discussed.


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