The relationship between ethical conflict, organizational commitment and turnover intentions in the salesforce

Article Abstract:

Value congruence is believed to be an important determinant of job-related outcomes. The extent to which ethical conflict, resulting from incongruence in ethical values between salespeople and their organizations, affects given job related outcomes is not well understood. This study empirically examines the influence of ethical conflict on salespeople's organizational commitment and turnover intentions. Results suggest that ethical conflict is negatively associated with organizational commitment and positively associated with turnover intentions. Implications and directions for future research are provided. (Reprinted by permission of the publisher.)

Sales Management, Business Ethics, Conflict management, Organizational behavior, Values, Values (Philosophy), Commitment (Psychology), Employee turnover

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Selling and sales management in action: sales management students vs. business practitioners: ethical dilemmas and perceptual differences

Article Abstract:

Although there is much controversy regarding the teaching of ethics in our universities today, ethical dilemmas are a part of the reality of the sales force. This study examines the differences in the perceptions of sales management students and practitioners in an ethical situation. The results suggest that gender does have an impact on the severity of the consequences and that there are significant differences between the perceptions of practitioners and sales management students. (Reprinted by permission of the publisher.)

Study and teaching, Sex differences, Business students

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