Salespeople's unethical behavior during a sales contest: The mediation effect of the perceived ethical climate of the game

被引：5
|
作者：
Poujol, Fanny-Juliet [1 ]
Harfouche, Antoine [2 ]
Pezet, Eric [2 ]
机构：
[1] Univ Montpellier, Montpellier, France
[2] Univ Paris Ouest Nanterre La Def, Nanterre, France
来源：
RECHERCHE ET APPLICATIONS EN MARKETING-ENGLISH EDITION | 2016年 / 31卷 / 02期
关键词：
banking sector; competitiveness; perceived ethical climate of the game; sales contest; status aspiration; unethical behavior;
D O I：
10.1177/2051570716644542
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
This article aims to improve Murphy's explanation of the consequences of sales contests by underlying the relationships that exist between the psychographic variables of salespeople (competitiveness and status aspiration), the perceived ethical climate of the contest, and unethical behaviors observed during the contest. Data were gathered via a survey questionnaire that targeted salespersons selling financial products in four different French banks. A total of 747 completed questionnaires were collected and their data analyzed using Partial Least Squares techniques. Results show that sales contests can create a specific ethical climate that mediates the relation between salespeople's status aspiration and competitiveness and their unethical behavior during a sales contest.
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页码：21 / 39
页数：19
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