التفاصيل البيبلوغرافية
| العنوان: |
Flow and Information Sharing as Predictors of Ethical Selling Behavior. |
| المؤلفون: |
Sridhar, Guda, Lyngdoh, Teidorlang |
| المصدر: |
Journal of Business Ethics; Sep2019, Vol. 158 Issue 3, p807-823, 17p, 1 Diagram, 6 Charts |
| مصطلحات موضوعية: |
INFORMATION sharing, SALES personnel, PROFESSIONAL ethics, PHARMACEUTICAL industry, ETHICAL decision making, POSITIVE psychology |
| مصطلحات جغرافية: |
INDIA |
| مستخلص: |
Ethical selling has been found to have significant influence on sales performance and relational selling behaviors. However, sales ethics was mostly explored through a negative lens (i.e., what is wrong with salesperson) and we depart from this tradition by using a positive lens (i.e., if sales person is in flow, she would be more ethical). Using broaden-and-build theory, this paper examines the influence of flow on ethical selling. The mediating role of information sharing is also examined. Results from a study of 192 pharmaceutical salespeople in India suggest that flow influences ethical selling behavior via information sharing. The findings imply that flow can serve as a driver for information sharing and ethical decision making among salespeople. The study contributes to the sales ethics literature by extending the application of positive psychology to the sales domain for the first time. [ABSTRACT FROM AUTHOR] |
|
Copyright of Journal of Business Ethics is the property of Springer Nature and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.) |
| قاعدة البيانات: |
Complementary Index |
Full Text Finder