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] |
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| Database: | Education Research Complete |
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