Bringing meaning to the sales job: The effect of ethical climate and customer demandingness

UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
James S. Boles, Professor (Creator)
Institution
The University of North Carolina at Greensboro (UNCG )
Web Site: http://library.uncg.edu/

Abstract: Top performing salespeople are attracted to organizations that provide opportunities to make full use of their abilities. Responses from 1450 sales directors from a leading direct selling organization were used to examine salesperson's experienced meaningfulness. Results show that experienced meaningfulness is critical to sales because it impacts salesperson's performance, turnover intentions and felt stress. Further, ethical climate and customer demandingness influence experienced meaningfulness perceptions.

Additional Information

Publication
Journal of Business Research, 66 (11), 2301-2307. https://doi.org/10.1016/j.jbusres.2012.03.013
Language: English
Date: 2013
Keywords
ethical climate, sales force ethics, customer behavior, sales management, job related stress, direct selling

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