Harnessing the power within

LAUR Repository

Show simple item record

dc.contributor.author Itani, Omar S.
dc.contributor.author Chaker, Nawar N.
dc.date.accessioned 2021-09-08T13:04:28Z
dc.date.available 2021-09-08T13:04:28Z
dc.date.copyright 2021 en_US
dc.date.issued 2021-09-08
dc.identifier.issn 0167-4544 en_US
dc.identifier.uri http://hdl.handle.net/10725/12986
dc.description.abstract The purpose of this research is to examine the notion of salesperson moral identity as a prosocial individual trait and its associated effects on customer and coworker relationships. In addition, this study examines the underlying processes in which these effects occur as well as the moderating role of internal competitive climate. Our empirical investigation of business-to-business (B2B) sales professionals reveals that moral identity has both direct and indirect effects on a salesperson’s customer- and team-directed outcomes. Specifically, our results demonstrate that salesperson moral identity positively affects both salesperson-customer identification and organizational identification, which, in turn, impact customer service provision and teamwork. Our findings also indicate that internal competitive climate exacerbates the positive effects of salesperson moral identity on customer service provision and teamwork. en_US
dc.language.iso en en_US
dc.title Harnessing the power within en_US
dc.type Article en_US
dc.description.version Published en_US
dc.title.subtitle the consequences of salesperson moral identity and the moderating role of internal competitive climate en_US
dc.author.school SOB en_US
dc.author.idnumber 200501701 en_US
dc.author.department Hospitality Management And Marketing en_US
dc.relation.journal Journal of Business Ethics en_US
dc.keywords Salesperson moral identity en_US
dc.keywords Customer identification en_US
dc.keywords Organizational identification en_US
dc.keywords Internal competitive climate en_US
dc.keywords Teamwork en_US
dc.keywords Service provision en_US
dc.keywords Social identity theory en_US
dc.identifier.doi https://doi.org/10.1007/s10551-021-04794-4 en_US
dc.identifier.ctation Itani, O. S., & Chaker, N. N. (2021). Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate. Journal of Business Ethics, 1-25. 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/s10551-021-04794-4 en_US
dc.orcid.id https://orcid.org/0000-0003-2258-7837 en_US
dc.author.affiliation Lebanese American University en_US

Files in this item

This item appears in the following Collection(s)

Show simple item record

Search LAUR

Advanced Search


My Account