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Bringing meaning to the sales job: The effect of ethical climate and customer demandingness |
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| Authors: | Fernando Jaramillo Jay Prakash Mulki James S Boles |
| Institution: | 1. The University of Texas at Arlington, Arlington, TX 7601-0469, United States;2. College of Business Administration Northeastern University, Boston, MA 02115, United States;3. J. Mark Robinson College of Business, Georgia State University, Atlanta, GA 30303, United States |
| 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. |
| Keywords: | Ethical climate Sales force ethics Customer behavior Sales management Job related stress Direct selling |
| 本文献已被 ScienceDirect 等数据库收录！ | |