TITLE

EFFECTS OF ETHICAL CLIMATE AND SUPERVISORY TRUST ON SALESPERSON'S JOB ATTITUDES AND INTENTIONS TO QUIT

AUTHOR(S)
Mulki, Jay Prakash; Jaramillo, Fernando; Locander, William B.
PUB. DATE
January 2006
SOURCE
Journal of Personal Selling & Sales Management;Winter2006, Vol. 26 Issue 1, p19
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
19873359

 

Related Articles

  • Examining the Relationship between Work Attitude and Propensity to Leave among Expatriate Salespeople. Naumann, Earl; Widmier, Scott M.; Jackson Jr., Donald W. // Journal of Personal Selling & Sales Management;Fall2000, Vol. 20 Issue 4, p227 

    This study employs literatures addressing turnover of employees in general, turnover of salespeople, and variables specific to expatriate managers to examine turnover of expatriate salespeople. Individual, job, and organizational variables are used as predictors of propensity to leave. The...

  • The Relationship Between Organizational Commitment, Job Satisfaction, and Turnover Among New Salespeople. Johnston, Mark W.; Varadarajan, P.; Futrell, Charles M.; Sager, Jeffrey // Journal of Personal Selling & Sales Management;Nov87, Vol. 7 Issue 3, p29 

    The article present information on study focused on identifying patterns of change among new salespeople's organizational commitment and job satisfaction in order to gain insights into attitudinal differences which may be expected to exist between stayers and leavers during their first year with...

  • The Moderating Effect of Sales Force Performance on Relationships Involving Antecedents of Turnover. Meneilly, Kevin M.; Russ, Frederick A. // Journal of Personal Selling & Sales Management;Winter92, Vol. 12 Issue 1, p9 

    Although the direct link between performance and turnover is often weak, performance may still play a significant role: as a moderator of relationships involving antecedents of turnover. This study develops and tests hypotheses about performance as a moderator variable in relationships involving...

  • MOTIVATION (NON-FINANCIAL) AND JOB SATISFACTION.  // Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p63 

    The article presents the paper "Outcomes of Organizational Commitment of Retail Salespersons," from "Developments in Marketing Science," by Paulos Michaels and edited by Kenneth D. Bahn. This is an empirical study of the outcomes of organizational commitment and overall job satisfaction within...

  • Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model. Bahakus, Emin; Cravens, David W.; Johnston, Mark; Moncrief, William C. // Journal of Personal Selling & Sales Management;Summer96, Vol. 16 Issue 3, p33 

    Job satisfaction has been one of the most studied variables in seeking to understand employee behaviors and attitudes. This has been especially true in sales research because salesperson job satisfaction has been shown to impact a number of key job related attitudes (organizational commitment)...

  • Consequences of Role Conflict and Ambiguity Experienced by Retail Salespeople. Dubinsky, Alan J.; Mattson, Bruce E. // Journal of Retailing;Winter79, Vol. 55 Issue 4, p70 

    Retail salespeople have long been regarded as "order-fillers." That is, it has been assumed that the nature of their job does not require extensive sales effort to make a sale. Past research, however, suggests that retail salespeople are an important element in the retailer's marketing-service...

  • MOTIVATION (NON FINANCIAL) & JOB SATISFACTION.  // Journal of Personal Selling & Sales Management;Spring89, Vol. 9 Issue 1, p61 

    The article presents information on some papers on motivation and job satisfaction. The paper "Salesforce Turnover: Those Who Left and Those Who Stayed," published in the recent issue of the Industrial Marketing Management focused on a large computer manufacturer that experienced nearly a 20%...

  • Impact of Job Characteristics on Retail Salespeople's Reactions to Their Jobs. Dubinsky, Alan J.; Skinner, Steven J. // Journal of Retailing;Summer84, Vol. 60 Issue 2, p35 

    Little published research has examined how retail salespeople's affective and behavioral reactions to their jobs might be improved. Previous investigations, primarily in non-retail sales settings, have found that one set of factors that is related to employees' responses to their job entails...

  • Comparisons of Salespeople in Multilevel vs. Single Level Direct Selling Organizations. Brodie, Stewart; Stanworth, John; Wotruba, Thomas R. // Journal of Personal Selling & Sales Management;Spring2002, Vol. 22 Issue 2, p67 

    This study is the first to explore the differences in demographic, behavioral, and attitudinal characteristics of direct selling salespersons in multilevel (ML) versus single-level (SL) types of direct selling organizations. A study with 469 ML and 204 SL direct salespersons in the UK showed...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics