Title of article
Bringing meaning to the sales job: The effect of ethical climate and customer demandingness
Author/Authors
Jaramillo، نويسنده , , Fernando and Mulki، نويسنده , , Jay Prakash and Boles، نويسنده , , James S.، نويسنده ,
Issue Information
ماهنامه با شماره پیاپی سال 2013
Pages
7
From page
2301
To page
2307
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 salespersonʹs experienced meaningfulness. Results show that experienced meaningfulness is critical to sales because it impacts salespersonʹs performance, turnover intentions and felt stress. Further, ethical climate and customer demandingness influence experienced meaningfulness perceptions.
Keywords
ethical climate , Sales force ethics , Customer behavior , direct selling , Job related stress , Sales management
Journal title
Journal of Business Research
Serial Year
2013
Journal title
Journal of Business Research
Record number
1955544
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