An Emotion-Based Model of Salesperson Ethical Behaviors.
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| Title: | An Emotion-Based Model of Salesperson Ethical Behaviors. |
|---|---|
| Authors: | Agnihotri, Raj1 agnihotrir@wpunj.edu, Rapp, Adam2 arapp@cba.ua.edu, Kothandaraman, Prabakar3 kothandaramanp@wpunj.edu, Singh, Rakesh4 rakesh.singh1@timesgroup.com |
| Source: | Journal of Business Ethics. Aug2012, Vol. 109 Issue 2, p243-257. 15p. 2 Diagrams, 3 Charts, 1 Graph. |
| Subject Terms: | *Ethical problems, Sales personnel, Business ethics, Ethical decision making, Selling, Guilt (Psychology) |
| Abstract: | Academic research studies examining the ethical attitudes and behaviors of salespeople have produced several frameworks that explore the ethical decision-making processes to which salespeople adhere when faced with ethical dilemmas. Past literature enriches our understanding; however, a critical review of the relevant literature suggests that an emotional route to salesperson ethical decision-making has yet to be explored. Given the fact that individuals' emotional capacities play an important role in decision-making when faced with an ethical dilemma, there is a need for empirical research in this area. We address this issue by outlining and testing an emotion-based model to study the ethical attitudes and behaviors of salespeople in a relational selling context. Building on the cognitive-affective model proposed by Gaudine and Thorne (J Bus Ethics 31:175-187, ), we outline a framework that incorporates higher order prosocial emotions: capacity for concern and capacity for guilt. We include salesperson's role clarity within the organization as a moderator to examine person-situation interaction. [ABSTRACT FROM AUTHOR] |
| Copyright of Journal of Business Ethics is the property of Springer Nature and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.) | |
| Database: | Education Research Complete |
| FullText | Links: – Type: pdflink Text: Availability: 0 |
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| Header | DbId: ehh DbLabel: Education Research Complete An: 78333231 AccessLevel: 6 PubType: Academic Journal PubTypeId: academicJournal PreciseRelevancyScore: 0 |
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| RecordInfo | BibRecord: BibEntity: Identifiers: – Type: doi Value: 10.1007/s10551-011-1123-3 Languages: – Code: eng Text: English PhysicalDescription: Pagination: PageCount: 15 StartPage: 243 Subjects: – SubjectFull: Ethical problems Type: general – SubjectFull: Sales personnel Type: general – SubjectFull: Business ethics Type: general – SubjectFull: Ethical decision making Type: general – SubjectFull: Selling Type: general – SubjectFull: Guilt (Psychology) Type: general Titles: – TitleFull: An Emotion-Based Model of Salesperson Ethical Behaviors. Type: main BibRelationships: HasContributorRelationships: – PersonEntity: Name: NameFull: Agnihotri, Raj – PersonEntity: Name: NameFull: Rapp, Adam – PersonEntity: Name: NameFull: Kothandaraman, Prabakar – PersonEntity: Name: NameFull: Singh, Rakesh IsPartOfRelationships: – BibEntity: Dates: – D: 20 M: 08 Text: Aug2012 Type: published Y: 2012 Identifiers: – Type: issn-print Value: 01674544 Numbering: – Type: volume Value: 109 – Type: issue Value: 2 Titles: – TitleFull: Journal of Business Ethics Type: main |
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