Does transparency influence the ethical behavior of salespeople? |
| |
Authors: | John E Cicala Alan J Bush Daniel L Sherrell George D Deitz |
| |
Institution: | 1. Department of Management and Marketing, College of Business Administration, Texas A&M University — Kingsville, 700 University Blvd. BUSA 215, Kingsville, TX 78363, USA;2. Department of Marketing & Supply Chain Management, Fogelman College of Business & Economics, University of Memphis, Memphis, TN, USA |
| |
Abstract: | This study introduces the concept of perceived salesperson transparency to the sales literature. It addresses how recent technological developments impact traditional agency theory concerns, while simultaneously creating a conceptual definition of perceived transparency for application on an individual level. Salesperson perceptions regarding managerial use of behavioral information obtained through technological means are empirically found to have a mediating effect on the relationship between managerial access to such information and the likelihood of unethical salesperson behavior. It concludes that salesperson ethical behavior is not influenced by management's ability to obtain behaviorally relevant information, but rather by the use of this information. Further, it is found that the mediating influence of use of information accessed via technology is itself moderated by the salesperson's job performance. |
| |
Keywords: | Personal selling Ethics Sales management Technology Transparency |
本文献已被 ScienceDirect 等数据库收录! |
|