Valentine, Sean
June 2009
Journal of Personal Selling & Sales Management;Summer2009, Vol. 29 Issue 3, p227
Academic Journal
Because organizational support for ethical conduct is valued highly in personal selling and sales management, ethics training, functioning through a company's ethical values and culture, should prompt greater satisfaction with supervisors and coworkers because these individuals play a part in the ethical practices that impact job satisfaction in others. Using a national sample of 324 sales and marketing professionals representing a variety of organizations, this study examined the mediating role of perceived ethical context in the proposed relationships between hours of ethics training and satisfaction with supervisors and coworkers. The results indicated that the focal variables were indeed related, with either full or partial mediation identified, using two separate measures of perceived ethical context. Organizational leaders in the sales and marketing professions should consider using ethics training to institutionalize an ethical environment in sales organizations, as well as involving sales managers and other professionals in this institutionalization process. Such efforts could yield greater employee satisfaction for supervisors and coworkers.


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