Jelinek, Ronald; Ahearne, Michael
September 2006
Journal of Personal Selling & Sales Management;Fall2006, Vol. 26 Issue 4, p327
Academic Journal
Until now, sales researchers have not done any empirical work in the area of deviant workplace behavior. This is surprising, given that recent survey data suggest deviant salesperson behavior is running rampant out in the field: 60 percent of sales managers have caught their reps cheating on expense reports, 47 percent suspect their reps have lied on sales calls, and 36 percent believe salesperson behavior has gotten worse in recent years. In an effort to understand workplace deviance in a professional selling context, this paper empirically examines the effect of various organizational/management factors on three types of deviance--organizational, interpersonal, and frontline. Using survey data collected from 160 business-to-business salespeople from multiple companies and multiple industries, we demonstrate that bureaucracy, future orientation, two forms of organizational justice, management role modeling, and intrafirm competition impact the various forms of salesperson deviance as well as citizenship and salesperson service behavior. The research concludes with a consideration of managerial implications and areas for future research.


Related Articles

  • Two vacuum salesman charged with mattress damage.  // Adirondack Daily Enterprise;6/21/2010, Vol. 117 Issue 145, p2 

    The article reports on the misdemeanor charges filed by the Syracuse Police in New York against two vacuum saleman after a mattress was damaged.

  • Memphis-area used-car salesmen plead guilty.  // Nashville Automotive Report;Aug2013, Vol. 27 Issue 3, p10 

    The article reports that three used car salesmen in Memphis, Tennessee have pleaded guilty in selling cars to drug dealers in a money laundering scheme according to federal prosecutors.

  • Getting to Know Your Title Agents. Finkelstein, Brad // Origination News;Jan2011, Vol. 20 Issue 4, p16 

    The article focuses on the application of eLynx's system that verifies the identity and credibility of title and settlement services agents.

  • The Ethical Implications of the Straight-Commission Compensation System--An Agency Perspective. Kurland, Nancy B. // Journal of Business Ethics;Oct91, Vol. 10 Issue 10, p757 

    This paper examines the role of the straight-commissioned salesperson in the context of agency theory and asserts that because the agent acts to benefit two principals, potential conflicts of interest arise. Temporal differences in receipt of rewards create a major conflict, while the firm's...

  • Executive Attitudes, Organizational Size and Ethical Issues: Perspectives on a Service Industry. Murphy, Paul R.; Smith, Jonathan E.; Daley, James M. // Journal of Business Ethics;Jan1992, Vol. 11 Issue 1, p11 

    Responding to Randall and Gibson's (1990) call for more rigorous methodologies in empirically-based ethics research, this paper develops propositions -- based on both previous ethics research as well as the larger organizational behavior literature -- examining the impact of attitudes,...

  • Creating an Ethical Culture.  // HR Magazine;Apr2014, Vol. 59 Issue 4, p22 

    The article looks at ethics and legal compliance in business, as of 2014. It says that corporate scandals including those related to the 2008 financial crisis have led to a stronger emphasis on ethical business decisions and offers recommendations for creating a corporate culture that encourages...

  • Ethics, Incentives, and Conflicts of Interest: A Practical Solution. Kurland, Nancy B. // Journal of Business Ethics;Jun95, Vol. 14 Issue 6, p465 

    Couched in positive agency theory, it is shown that the straight-commission compensation system (SCCS) creates a conflict of interest between the agent's and the client's self-interests. Based on this, it is hypothesized that the SCCS will encourage agents to intend to act unethically towards...

  • Conti dismisses China sales staff over corruption. Pourriahi, Shahrzad // Tire Business;9/28/2015, Vol. 33 Issue 13, p0004 

    The article reports on the decision of tire maker Continental to dismiss the entire sales management team of its Chinese unit due to allegations of financial corruption.

  • What the Infomercial Operator MAY NOT TELL YOU.  // Good Housekeeping;Aug2011, Vol. 252 Issue 8, p128 

    The article reports that sales representatives for products seen on infomercials may not tell customers about the additional shipping and handling charges incurred by the advertised free bonus item included with a customer's order.


Read the Article


Sign out of this library

Other Topics