Psychological ethical climate, leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance (Record no. 49464)
[ view plain ]
| 000 -LEADER | |
|---|---|
| fixed length control field | nam a22 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20180323183703.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 180323b xxu||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Schwepker Jr Charles H. |
| 9 (RLIN) | 30814 |
| 245 ## - TITLE STATEMENT | |
| Title | Psychological ethical climate, leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 72-87 p. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | In today’s competitive environment, salespeople are challenged with creating customer value in an ethical manner while meeting performance goals. Sales supervisors play a critical role in ensuring that this challenge is met. This research examines the roles of psychological ethical climate and leader–member exchange (LMX) in encouraging salespeople’s commitment to providing superior customer value, reducing their unethical intentions and improving sales performance. Results indicate that business-to-business salespeople’s psychological ethical climate perceptions influence their perceived relationship with their sales supervisor (i.e. LMX relationship) as well as their commitment to providing superior customer value. LMX also directly influences commitment to providing superior customer value, which in turn affects salespeople’s unethical intent and quota performance. Theoretical and managerial implications based on the study’s findings are provided, as well as directions for future research. |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | salespeople, |
| Uncontrolled term | psychological ethical climate, |
| Uncontrolled term | leader–member exchange (LMX), |
| Uncontrolled term | commitment to superior customer value, |
| Uncontrolled term | unethical intent, |
| Uncontrolled term | performance |
| 773 0# - HOST ITEM ENTRY | |
| Host Biblionumber | 29541 |
| Host Itemnumber | 65537 |
| Main entry heading | AHREANE, MICHAEL |
| Other item identifier | 5557313 |
| Title | JOURNAL OF PERSONAL SELLING AND SALES MANAGEMENT |
| International Standard Serial Number | 0885-3134 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Journal Article |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Main Library | Main Library | 23/03/2018 | Vol 37, No 1/ 5557313JA6 | 5557313JA6 | 23/03/2018 | 23/03/2018 |