The Moderating Role of Ethical Climate on Salesperson Propensity to Leave

Can salespeople lead themselves? Thought self-leadership strategies and their influence on sales performance

“…With increased motivation toward goal attainment, greater self-efficacy is also associated with higher goal setting and increased levels of performance as a result (Phillips & Gully, 1997). In the sales domain specifically, extant research suggests that self-efficacy is an individual-level variable that plays an important role in sales performance (e.g., Fournier, Tanner, Chonko, & Manolis, 2010;Krishnan, Netemeyer, & Boles, 2002). Salespeople high in self-efficacy demonstrate higher levels of beliefs in their abilities and are more persistent and engaged as a result (Ahearne, Mathieu, & Rapp, 2005;Bandura, 1986).…”

Servant leadership and ethics: a dyadic examination of supervisor behaviors and salesperson perceptions

“…For example, Fournier et al (2013) show that high-performing salespeople are more likely to leave the organization when ethical climate is low. Their study also demonstrates that role overload has a negative impact on job performance only when ethical climate is low.…”

Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas

“…An ethical climate (EC) helps salespeople evaluate ethical problems and defines acceptable and unacceptable behavior at work (Fournier et al 2010). EC has long been hypothesized as a proximal antecedent of ethical behaviors and performance in sales (Wimbush and Shepard 1994).…”