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Journal of Business Ethics
Published in: Journal of Business Ethics 2/2019

06-06-2017 | Original Paper

Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions

Authors: Selma Kadic-Maglajlic, Milena Micevski, Nick Lee, Nathaniel Boso, Irena Vida

Published in: Journal of Business Ethics | Issue 2/2019

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Abstract

In general, the business ethics literature has treated the conceptual domains and outcomes of macro-level (industrial), meso-level (organizational), and micro-level (individual) ethical influence separately. However, this singular treatment ignores the synergies and tensions that can arise across these different types of ethical influence. Using sales as a research context, the current study argues that all three ethical frames of references are important in shaping employee behavior and performance and, as such, should be examined simultaneously. The findings show that industrial ethical climate and salesperson moral equity are positively associated with salesperson customer orientation. In addition, industrial and organizational ethical norms have a stronger joint effect on customer orientation than either ethical climate alone. More specifically, a more ethical organizational climate enhances the positive effects of the industrial ethical climate on customer orientation. Furthermore, whereas salesperson moral equity is significantly associated with salesperson customer orientation, strong moral equity beliefs in situations requiring adaptive selling result in weaker sales outcomes. This study concludes with a set of theoretical and actionable implications, as well as a discussion of future research avenues.
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Footnotes
1
PPI, also called loan repayment insurance or credit protection insurance, is a product that insures consumers’ loan repayments in the event of death, sickness, disability, loss of job, or other circumstances that might prevent consumers from earning income to service loans.
 
2
We thank an anonymous reviewer for this suggestion.
 
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Metadata
Title
Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions
Authors
Selma Kadic-Maglajlic
Milena Micevski
Nick Lee
Nathaniel Boso
Irena Vida
Publication date
06-06-2017
Publisher
Springer Netherlands
Published in
Journal of Business Ethics / Issue 2/2019
Print ISSN: 0167-4544
Electronic ISSN: 1573-0697
DOI
https://doi.org/10.1007/s10551-017-3588-1

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