The Influences of Ethical Climate and Organization Identity Comparisons on Salespeople and their Job Performance

Abstract

Sales research has recognized the importance of ethical climate perceptions. However, research that examines the influence of ethical climate on how favorably salespeople perceive their organizations is lacking. This is critical because these factors may affect a salesperson’s behavior, life satisfaction, and performance. Using a sample of salespeople from the television broadcasting industry, we derive and test a model involving ethical climate, organization identity comparisons, lone wolf tendencies, life satisfaction, behavioral performance, and outcome performance. Results suggest that salespeople’s perceptions of their company have a significant effect on individual and organizational outcomes. Implications for managers and researchers are discussed.