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Achieving top performance while building collegiality in sales

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dc.contributor.author Itani, Omar S.
dc.contributor.author Jaramillo, Fernando
dc.contributor.author Chonko, Larry
dc.date.accessioned 2020-03-11T11:01:42Z
dc.date.available 2020-03-11T11:01:42Z
dc.date.copyright 2019 en_US
dc.identifier.issn 1573-0697 en_US
dc.identifier.uri http://hdl.handle.net/10725/11858
dc.description.abstract While previous literature provides evidence of the positive relationship between ethical climate and job satisfaction, the possible mechanisms of this relationship are still underexplored. This study aims to enhance scholars’ and practitioners’ understanding of the ethical climate–job satisfaction relationship by identifying and testing two of the possible mechanisms. More specifically, this study fills an existing research gap by examining social and interpersonal mechanisms, referred to in this study as workplace isolation of colleagues and salesperson’s teamwork, of the ethical climate–job satisfaction relationship. This is vital for the selling profession because job satisfaction is known to drive higher levels of salespeople’s performance. The arguments for such mechanisms are built on the foundations of social/psychological contract theory and ethical climate literature. Empirical testing using a large sample of salespeople shows higher levels of ethical climate to decrease workplace isolation and increase teamwork. Findings support hypothesized model where ethical climate positively relates to job satisfaction as partially mediated by workplace isolation and teamwork. Ethical climate is negatively related to workplace isolation and positively to teamwork. Further, findings indicate negative effect of workplace isolation on teamwork and sales performance. Job satisfaction is found to be key factor in driving performance of salespeople. en_US
dc.language.iso en en_US
dc.title Achieving top performance while building collegiality in sales en_US
dc.type Article en_US
dc.description.version Published en_US
dc.title.subtitle it all starts with ethics en_US
dc.author.school SOB en_US
dc.author.idnumber 200501701 en_US
dc.author.department Hospitality Management And Marketing en_US
dc.description.embargo N/A en_US
dc.relation.journal Journal of Business Ethics en_US
dc.journal.volume 156 en_US
dc.journal.issue 2 en_US
dc.article.pages 417-438 en_US
dc.keywords Ethical climate en_US
dc.keywords Job satisfaction en_US
dc.keywords Performance en_US
dc.keywords Salesperson en_US
dc.keywords Social/psychological contract theory en_US
dc.keywords Teamwork en_US
dc.keywords Workplace isolation en_US
dc.identifier.doi https://doi.org/10.1007/s10551-017-3598-z en_US
dc.identifier.ctation Itani, O. S., Jaramillo, F., & Chonko, L. (2019). Achieving top performance while building collegiality in sales: It all starts with ethics. Journal of Business Ethics, 156(2), 417-438. en_US
dc.author.email omar.itani@lau.edu.lb en_US
dc.identifier.tou http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php en_US
dc.identifier.url https://link.springer.com/article/10.1007/s10551-017-3598-z en_US
dc.orcid.id https://orcid.org/0000-0003-2258-7837 en_US
dc.author.affiliation Lebanese American University en_US


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