Amyx, Douglas; Bhuian, Shahid; Sharma, Dheeraj; Loveland, Katherine E.
September 2008
Journal of Personal Selling & Sales Management;Fall2008, Vol. 28 Issue 4, p387
Academic Journal
This study has two purposes. First, we constructed a multidimensional psychometric scale, salesperson corporate ethical values (SCEV), to assess salespeople's perceptions of corporate ethics, as well as their own ethics with customers and their organization. The resulting four-dimensional nine-item scale demonstrated reliability, as well as convergent, discriminant, and nomological validity in both training and validation samples. Second, using SCEV as the focal point, we theorized and tested a structural model with five constructs. Results suggest that fairness, organizational commitment, and organizational citizenship behaviors are positively related to SCEV, which, in turn, is positively associated with job satisfaction and performance.


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