Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent
| Autor: | Christopher D. Hopkins, Kevin J. Shanahan |
|---|---|
| Rok vydání: | 2018 |
| Předmět: |
Economics and Econometrics
Sales manager Virtue ethics media_common.quotation_subject 05 social sciences Direct path 06 humanities and the arts Organizational commitment 0603 philosophy ethics and religion General Business Management and Accounting Promotion (rank) Arts and Humanities (miscellaneous) Order (business) 0502 economics and business Job satisfaction 060301 applied ethics Business Business and International Management Marketing Business ethics Law 050203 business & management media_common |
| Zdroj: | Journal of Business Ethics. 159:837-848 |
| ISSN: | 1573-0697 0167-4544 |
| DOI: | 10.1007/s10551-018-3813-6 |
| Popis: | The nature of the sales manager/salesperson relationship is examined. Our study investigates the level of agreement between sales managers and salespeople on the importance of the salesperson having specific internal virtues in order to do their job properly. Unlike external virtues that can be codified into codes of conduct, internal virtues are traits that cannot be codified but rather are part of the spiritual makeup of the person. Findings suggest that the level of agreement between sales managers and salespeople in this area drives satisfaction with the sales manager and organizational commitment. Further, contrary to studies which use a summated job satisfaction measure, which consists of several facets of job satisfaction (pay, promotion etc.), satisfaction with the sales manager has a direct relationship with turnover intent. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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