Bringing meaning to the sales job: The effect of ethical climate and customer demandingness

被引：72

作者：

Jaramillo, Fernando ^{[1
]}

Mulki, Jay Prakash ^{[2
]}

Boles, James S. ^{[3
]}

机构：

[1] Univ Texas Arlington, Arlington, TX USA

[2] Northeastern Univ, Coll Business Adm, Boston, MA 02115 USA

[3] Georgia State Univ, J Mark Robinson Coll Business, Atlanta, GA 30303 USA

来源：

JOURNAL OF BUSINESS RESEARCH | 2013年 / 66卷 / 11期

关键词：

Ethical climate; Sales force ethics; Customer behavior; Sales management; Job related stress; Direct selling; TURNOVER INTENTIONS; SELF-EFFICACY; PERFORMANCE; STRESS; SATISFACTION; ORIENTATION; COMMITMENT; CHALLENGE; BEHAVIOR; METAANALYSIS;

D O I：

10.1016/j.jbusres.2012.03.013

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Top performing salespeople are attracted to organizations that provide opportunities to make full use of their abilities. Responses from 1450 sales directors from a leading direct selling organization were used to examine salesperson's experienced meaningfulness. Results show that experienced meaningfulness is critical to sales because it impacts salesperson's performance, turnover intentions and felt stress. Further, ethical climate and customer demandingness influence experienced meaningfulness perceptions. (C) 2012 Elsevier Inc. All rights reserved.

引用

页码：2301 / 2307

页数：7

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