Fostering creative selling through ethics. An emotion-based approach
| Autor: | Belén Bande, Sandra Castro‐González, Pilar Fernández‐Ferrín, Guadalupe Vila‐Vázquez |
|---|---|
| Přispěvatelé: | Universidade de Santiago de Compostela. Departamento de Organización de Empresas e Comercialización |
| Jazyk: | angličtina |
| Rok vydání: | 2022 |
| Předmět: |
Organizational Behavior and Human Resource Management
Economics and Econometrics Emotions ethical climate Management Monitoring Policy and Law emotions Salesperson Creativity Philosophy salesperson Ethical climate Business and International Management Organizational identification creativity organizational identification |
| Popis: | Research on salesperson creativity remains as one of the most under-researched topics in the sales literature despite the evidence that encouraging creativity in the sales domain is a source of competitive advantage. This paper aims to fill this research gap by exploring the influence of perceived ethical climate on salesperson creative performance, paying special attention to the role that emotions play in this process. Data provided by 176 supervisor–salesperson dyads confirm that the trust/responsibility dimension of an ethical climate is positively related to salesperson creative selling by increasing salespeople's organizational pride. Similarly, the perception of unethical selling practices negatively affects salesperson organizational pride, reducing the expression of creative behaviors. Moreover, the negative effect of unethical selling practices on creative performance is stronger (more negative) when salespeople's identification with an organization increases. Managerial implications and future research directions are also addressed SI |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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