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Salesperson Perceptions of Ethical Behaviors: Their Influence on Job Satisfaction and Turnover Intentions

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Abstract

In the academic world, research has indicated that “good ethics is good business.” Such research seems to indicate that firms, which emphasize ethical values and social responsibilities, tend to be more profitable than others. Generally, the profitability is credited to the firm’s positive relationships with its customers, reduced costs of attempting to rebuild a tarnished image, ease of attracting capital, etc. The research conducted in this study evaluated salespeople’s perceptions of the ethics of businesses in general, their employer’s ethics, their attitudes as consumers, and the relationships existing between these perceptions and the sale force’s job satisfaction and turnover intentions. The results show a positive relationship existing between salesperson perceptions of business ethics, his/her employer’s ethics, consumer attitudes, and the salesperson’s job satisfaction and reduced turnover intentions.

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Author information

Authors and Affiliations

  1. Marketing, Missouri State University, 901 S. National, Springfield, MO, 65897, U.S.A.

    Charles Pettijohn & Linda Pettijohn

  2. Marketing, Coastal Carolina University, P.O. Box 261954, Conway, SC, 29528, U.S.A.

    A. J. Taylor

Authors
  1. Charles Pettijohn
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  2. Linda Pettijohn
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  3. A. J. Taylor
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Correspondence to Charles Pettijohn.

Additional information

Charles E. Pettijohn (D.B.A., Louisiana Tech University) is a professor of marketing in the College of Business Administration at Missouri State University. He is also co-editor of the Marketing Management Journal. His research has appeared in the Journal of Personal Selling and Sales Management, the Journal of Businesss Ethics, Marketing Management Journal, Psychology and Marketing, and the Journal of Marketing Theory and Practice. At Missouri State University, his primary teaching focus is in the areas of Personal Selling and Sales Management.

Linda S. Pettijohn (D.B.A., Louisiana Tech University) is a Professor of marketing in the College of Business Administration at Missouri State University. Her research has appeared in the Journal of Personal Selling and Sales Management, Human Resource Development Quarterly, Marketing Management Journal, Psychology and Marketing, and the Journal of Financial Serivices Marketing. At Missouri State University, her primary teaching focus is in the area of Retailing.

Albert J. Taylor (D.B.A., Louisiana Tech University) is an associate professor of marketing in the College of Business Administration at Coastal Carolina University. His research has appeared in the Journal of Personal Selling and Sales Management, Human Resource Development Quartely, the International Journal of Hospitality and Tourism Administration, Psychology and Marketing, and the Journal of Applied Business Research. At Missouri State University, his primary teaching focus is in the areas of Marketing Research and Personal Selling.

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Pettijohn, C., Pettijohn, L. & Taylor, A.J. Salesperson Perceptions of Ethical Behaviors: Their Influence on Job Satisfaction and Turnover Intentions. J Bus Ethics 78, 547–557 (2008). https://doi.org/10.1007/s10551-007-9367-7

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  • DOI: https://doi.org/10.1007/s10551-007-9367-7

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