Online citations, reference lists, and bibliographies.
Please confirm you are human
(Sign Up for free to never see this)
← Back to Search

The Role Of Ethical Climate On Salesperson’s Role Stress, Job Attitudes, Turnover Intention, And Job Performance

F. Jaramillo, J. Mulki, P. Solomon
Published 2006 · Psychology

Save to my Library
Download PDF
Analyze on Scholarcy
Share
This study builds on previous research to investigate the effects of ethical climate on salesperson’s role stress, job attitudes, turnover intention, and job performance. Responses from 138 salespeople who work for a large retailer selling high-end consumer durables at 68 stores in 16 states were used to examine the process through which ethical climate affects organizational variables. This is the first study offering empirical evidence that both job stress and job attitudes are the mechanisms through which a high ethical climate leads to lower turnover intention and higher job performance. Results indicate that ethical climate results in lower role conflict and role ambiguity and higher satisfaction, which, in turn, leads to lower turnover intention and organizational commitment. Also, findings indicate that organizational commitment is a significant predictor of job performance.
This paper references
10.1016/S0019-8501(02)00277-8
Total cost/response rate trade-offs in mail survey research: impact of follow-up mailings and monetary incentives
P. Larson (2003)
Social Antecedents of the Role
T. liam (2003)
10.1080/08853134.2003.10749010
Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations
F. Jaramillo (2003)
10.1037//0033-2909.114.1.185
The problem of equivalent models in applications of covariance structure analysis.
R. MacCallum (1993)
The Role of Emotional Exhaus
C. iam (1999)
10.1177/002224299806200305
Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople
J. Singh (1998)
10.1007/BF02894347
Ethical correlates of role conflict and ambiguity in marketing: The mediating role of cognitive moral development
F. N. Ho (1997)
10.1023/A:1006371309983
Ethics in Personal Selling and Sales Management: A Review of the Literature Focusing on Empirical Findings and Conceptual Foundations
Nicholas McClaren (2000)
10.2307/3857431
The ethical context in organizations: Influences on employee attitudes and behaviors
L. Treviño (1998)
10.1111/J.1744-6570.1994.TB01725.X
JOB SEARCH BEHAVIOR OF EMPLOYED MANAGERS
R. Bretz (1994)
10.1037/10173-003
The relationship of role conflict and ambiguity to organizational culture.
M. V. D. Velde (1995)
10.1080/08853134.2005.10749070
Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following Failure
A. Dixon (2005)
10.2307/1252262
Ethical Marketing Decisions: The Higher Road
Gene R. Laczniak (1992)
10.1037/0033-2909.114.1.185
The problem of equivalent models in applications of covariance structure analysis.
R. MacCallum (1993)
Organizational Culture and Leadership, San Francisco: Jossey-Bass
Schein (1985)
10.1509/jmkg.68.1.128.24034
Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors
D. T. Donavan (2004)
10.1016/S0148-2963(03)00132-2
Stressors and job outcomes in sales: a triphasic model versus a linear-quadratic-interactive model
S. N. Bhuian (2005)
Revisited: A Meta-Analysis of the Relationships Between Role Ambiguity, Role Conflict, and Job Performance
Travis C Turbe (1985)
10.2307/258322
Organisational culture and leadership
E. Schein (1991)
The Determinants of Sales
Orville C. Walker (1985)
10.2307/2391486
Role Conflict and Ambiguity in Complex Organizations.
J. R. Rizzo (1970)
10.1108/03090560110388123
Antecedents and consequences of salesperson burnout
G. Low (2001)
10.1016/S0148-2963(00)00125-9
Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforce
C. H. Schwepker (2001)
10.1300/J079V24N03_06
Structural Equation Modeling in Practice: Testing a Theory for Research Use
K. Johnson (1998)
Ethics Code Aware
26–34. Valentine (2003)
Ethical Climate's Relationship to Job Satisfaction, Organizational Commitment and Turnover in the Sales Force
Charles H Schwepker (1997)
Consequences of Role Conflict and Ambiguity Experienced by Retail Salespeople
Alan J Dubinsky (1979)
10.1080/08853134.2004.10749031
The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence
William A. Weeks (2004)
10.1509/jmkg.68.3.110.34767
Understanding Adolescent Intentions to Smoke: An Examination of Relationships among Social Influence, Prior Trial Behavior, and Antitobacco Campaign Advertising
J. C. Andrews (2004)
10.1080/02678370310001625658
Social antecedents of the role stress and career-enhancing strategies of newcomers to organizations: A longitudinal study
Maria Jesús Bravo (2003)
10.1177/0092070394221007
A structural model depicting salespeople’s job stress
J. Sager (1994)
10.1016/S0148-2963(02)00281-3
Performance, satisfaction and turnover in call centers: The effects of stress and optimism
Tracy L. Tuten (2004)
10.1016/S0148-2963(01)00301-0
Statistical power and structural equation models in business research
S. McQuitty (2004)
10.1016/S1075-4253(02)00052-2
Are work stress relationships universal? A nine-region examination of role stressors, general self-efficacy, and burnout
P. Perrewé (2002)
10.2307/1251506
A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons
Douglas N. Behrman (1984)
10.1016/J.JBUSRES.2003.10.004
A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research
F. Jaramillo (2005)
10.1177/0092070303259128
A cross-national model of job-related outcomes of work role and family role variables: A retail sales context
R. G. Netemeyer (2004)
10.2753/PSS0885-3134260102
Effects of Ethical Climate and Supervisory Trust on Salesperson’S Job Attitudes and Intentions to Quit
J. Mulki (2006)
10.1177/0092070300283004
Representing the perceived ethical work climate among marketing employees
B. Babin (2000)
10.1002/JOB.193
Formal mentoring versus supervisor and coworker relationships: differences in perceptions and impact
B. Raabe (2003)
10.1007/BF00929796
Measurement of human service staff satisfaction: Development of the Job Satisfaction Survey
P. Spector (1985)
10.1037/1082-989X.1.2.130
Power analysis and determination of sample size for covariance structure modeling.
R. MacCallum (1996)
10.1177/0092070399271005
The role of emotional exhaustion in sales force attitude and behavior relationships
E. Babakus (1999)
10.1108/08858620310480313
An exploratory investigation of the relationship between ethical conflict and salesperson performance
C. H. Schwepker (2003)
10.1016/S0149-2063(99)00035-5
Jackson and Schuler (1985) Revisited: A Meta-Analysis of the Relationships Between Role Ambiguity, Role Conflict, and Job Performance
Travis C. Tubré (2000)
10.5860/choice.35-0383
Job satisfaction : application, assessment, cause, and consequences
P. Spector (1997)
10.2307/1250800
Organizational determinants of the industrial salesman's role conflict and ambiguity.
O. C. Walker (1975)
10.1037/0021-9010.82.2.247
Overall job satisfaction: how good are single-item measures?
J. P. Wanous (1997)
10.1177/1094670504273966
Managing the Ethical Climate of Customer-Contact Service Employees
C. H. Schwepker (2005)
10.1007/S10551-005-3967-X
Ethical Codes of Conduct in Irish Companies: A Survey of Code Content and Enforcement Procedures
B. O'dwyer (2006)
Churchill - Ford - Walker's Sales Force Management
M. Johnston (2005)
10.1509/jmkg.66.3.98.18510
The Hidden Minefields in the Adoption of Sales Force Automation Technologies
C. Speier (2002)
10.1111/J.1744-6570.1993.TB00874.X
Job satisfaction, organizational commitment, turnover intention, and turnover: Path analyses based on meta-analytic findings.
R. Tett (2006)
10.1348/096317904X22719
Exploring predictors of alternative job changes
D. Fields (2005)
10.1037/0033-2909.103.3.411
STRUCTURAL EQUATION MODELING IN PRACTICE: A REVIEW AND RECOMMENDED TWO-STEP APPROACH
J. Anderson (1988)
10.1016/S1529-2096(01)03014-0
Ethical Leadership and the Psychology of Decision Making
D. Messick (2001)
10.1080/08853134.2003.10749009
Ethics Code Awareness, Perceived Ethical Values, and Organizational Commitment
S. Valentine (2003)
Industrial and Organizational Psychology: Research and Practice
P. Spector (1995)
10.1177/002224296703100105
A Model for Ethics in Marketing
R. Bartels (1967)
10.1177/002224377701400320
Estimating Nonresponse Bias in Mail Surveys
J. S. Armstrong (1977)
10.2307/3172514
ANTECEDENTS AND CONSEQUENCES OF SALESPERSON JOB SATISFACTION: META ANALYSIS AND ASSESSMENT OF CAUSAL EFFECTS
S. P. Brown (1993)
10.1177/014920630002600305
A Meta-Analysis of Antecedents and Correlates of Employee Turnover: Update, Moderator Tests, and Research Implications for the Next Millennium
R. W. Griffeth (2000)
10.2307/1251842
Do organizational practices matter in role stress processes? A study of direct and moderating effects for marketing-oriented boundary spanners
J. Singh (1996)
10.2307/3150783
Estimating nonresponse bias in mail surveys.
J. S. Armstrong (1977)
10.1080/08853134.2003.10749006
Crisis of Conscience: The Use of Coercive Sales Tactics and Resultant Felt Stress in the Salesperson
Richard G. McFarland (2003)
10.1016/S1529-2096(01)03007-3
Cognitive pathology and moral judgment in managers
Eleonora Curlo (1997)
10.1177/002224378502200201
The Determinants of Salesperson Performance: A Meta-Analysis
Gilbert A. Churchill (1985)
10.5465/AME.2004.13837425
Strategic leadership of ethical behavior in business
T. Thomas (2004)
10.1007/BF00381759
Correlates of salespeople's ethical conflict: An exploratory investigation
A. Dubinsky (1984)
10.1007/BF02894345
The influence of ethical climate and ethical conflict on role stress in the sales force
Charles H. Schwepker (1997)
10.1080/08853134.2000.10754243
Examining the Relationship between Work Attitudes and Propensity to Leave among Expatriate Salespeople
E. Naumann (2000)
10.1509/jmkg.67.4.46.18690
Antecedents and Consequences of Merit Pay Fairness for Industrial Salespeople
S. Ramaswami (2003)
10.1207/S15328007SEM0904_3
Statistical Equivalence, Semantic Equivalence, Eliminative Induction, and the Raykov-Marcoulides Proof of Infinite Equivalence
K. Markus (2002)
10.1006/JVBE.2001.1842
AFFECTIVE, CONTINUANCE, AND NORMATIVE COMMITMENT TO THE ORGANIZATION: A META-ANALYSIS OF ANTECEDENTS, CORRELATES, AND CONSEQUENCES
J. Meyer (2002)
Role Conflict and Role Ambiguity Reconsidered
C. Shepherd (1994)
10.1016/S0099-1333(99)00113-5
Stress and Job Performance: Theory, Research, and Implications for Managerial Practice
Mary Ann Affleck (1999)



This paper is referenced by
10.1016/J.JBUSRES.2010.06.014
The effects of ethical climate on organizational identification, supervisory trust, and turnover among salespeople
James B. DeConinck (2011)
10.1007/S10551-017-3598-Z
Achieving Top Performance While Building Collegiality in Sales: It All Starts with Ethics
Omar S. Itani (2019)
The mediating effect of locus of control between role overload, job satisfaction and turnover intention
Rachel Clare Lane (2007)
10.1080/08853134.2020.1781649
Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research
R. Dugan (2020)
10.2991/ICEBEF-18.2019.143
Work Stress, Job Satisfaction, and Turnover Intention in Public Telecommunication Company
Tri Djatmiko (2019)
10.1016/J.SBSPRO.2012.09.1050
The Effect of Ethical Climate on Work Engagement
Müjdelen I. Yener (2012)
10.1007/s11948-016-9812-z
Moral Values Congruence and Miners’ Policy Following Behavior: The Role of Supervisor Morality
Hui Lu (2017)
10.1108/JBIM-07-2019-0322
Systematic review of determinants of sales performance: Verbeke et al.’s (2011) classification extended
Vaibhav Chawla (2020)
10.1177/1548051816632358
Corporate Ethical Values and Turnover Intention
Chu-Mei Liu (2016)
10.22146/GAMAJOP.47979
Peran Leader-Member Exchange (LMX) dan Occupational Stress untuk Memprediksi Intensi Turnover
Ramadhan Ulfah Widyaningsih (2019)
Leverage Leadership Skills and Break through Sales Management Today a Literature Review
Ansgar j. Sakaya (2020)
10.2139/ssrn.3226468
Ethical Business Culture and its Impact on Unethical Behaviors in the Workplace: Conceptual Implications
Chanoksuda Sudsakorn (2018)
10.17339/EJOVOC.18657
ETİK İKLİM ALGISININ ÇALIŞANLARIN İŞTEN AYRILMA NİYETİNE ETKİSİ: TÜKENMİŞLİĞİN ARACI DEĞİŞKEN ROLÜ
A. Çetin (2015)
Empirical Analysis of Factors Impacting Turnover Intention and Termination Intention among Manufacturing Workers
Y. Li (2019)
10.1007/S10551-011-1091-7
CEO Ethical Leadership, Ethical Climate, Climate Strength, and Collective Organizational Citizenship Behavior
Yuhyung Shin (2012)
10.1016/j.jretconser.2020.102055
Retail entrepreneurs’ exit intentions: Influence and mediations of personality and job-related factors
A. Lindblom (2020)
Antecedents of moral disengagement: Preliminary empirical study in Malaysia
Intan Marzita Saidon (2010)
10.2991/ICEBEF-18.2019.148
The Effect of Perceived Organizational Support and Job Satisfaction
Hani Gita Ayuningtias (2019)
Job satisfaction, organisational commitment, turnover intention, absenteeism and work performance amongst academics within South African Universities of Technology
A. A. Ntisa (2015)
10.1108/17554191211252662
Karma orientation in boundary spanning sales employees: A conceptual framework and research propositions
Ramendra Singh (2012)
Servant as Leader: The Effects of Servant-Leaders on Trust, Job Satisfaction, and Turnover Intentions in Intercollegiate Athletics
Rebecca M. Achen (2019)
10.16951/IIBD.53206
ÖRGÜTSEL ÖZDEŞLEŞME VE KONTROL ALGILAMALARININ, ÇALIŞANLARIN İŞTEN AYRILMA NİYETİ VE İŞ PERFORMANSINA ETKİLERİ
Ömer Turunç (2010)
10.1108/MD-09-2018-0966
Interplay of organizational justice, psychological empowerment, organizational citizenship behavior, and job satisfaction in the context of circular economy
S. Singh (2019)
10.21512/TW.V9I2.723
ROLE STRESS SEBAGAI MOTIVATOR BAGI AUDITOR: ANALISIS TEORITIS ATAS DASAR TEORI-TEORI MOTIVASI
F. R. R. Anggraini (2008)
Impact of Organization's Ethical Climate and Innovation on Performance of Employees in Iran Insurance Company
E. Kavousi (2015)
10.2753/PSS0885-3134270406
Toward Higher Levels of Ethics: Preliminary Evidence of Positive Outcomes
Douglas B. Grisaffe (2007)
10.1080/00185868.2020.1726848
Paternalistic Leadership, Ethical Climate and Performance in Health Staff
M. Saygili (2020)
10.18502/KSS.V3I22.5065
Quality of Chief Integrity Officer, Ethical Climate and The Level of Ethics and Integrity in The Malaysian Public Sector
Asmawati Sajari (2019)
The relationship between perceived organisational ethical climate and employee commitment in the Australian hospitality industry
Jenniffer Olivia Davies (2015)
Impact of Nepotism on Turnover Intention and Service Recovery Performance; The Case of Private Hospitals in TRNC
Negar Farahmand (2013)
10.1108/JIBR-02-2015-0022
Exploring relationships among ethical climate types and organizational commitment
J. Kaur (2017)
10.1002/HRM.21515
Work Design–Related Antecedents of Turnover Intention: A Multilevel Approach
W. Chang (2013)
See more
Semantic Scholar Logo Some data provided by SemanticScholar