Mechanisms Linking Ethical Leadership to Ethical Sales Behavior

Datos Bibliográficos

ID13654735
AutoresYu-Chi Wu (National University of Kaohsiung, autor de correspondencia)
Año2017
Volumen120
Número3
Páginas537-560
Fecha de publicación2017-02-13
Peer ReviewedSí
Open AccessSí
TipoARTICLE
RevistaPsychological Reports (JOURNAL)
Identificadores de la revistaISSN: 0033-2941 • E-ISSN: 1558-691X
EditorialSAGE Publishing (PUBLISHER • US)
DOI10.1177/0033294117693594
OpenAlexW2588644395
IdiomaEN
Citas recibidas4
Referencias citadas63

This study investigated the relationship between ethical leadership and ethical sales behavior. A total of 248 matched surveys with participant responses from insurance agents and their customers were collected. The insurance agents were asked to rate the ethical leadership of their leaders, the ethical climate in their organization, and their individual moral identity. Customers were asked to rate the perceived ethical sales behavior of the insurance agents. This empirical study utilized moderated mediation techniques to analyze the data. Results indicated that ethical climate mediated the relationship between ethical leadership and ethical sales behavior when moral identity was high, however, did not when moral identity was low. The research framework including contextual effects (i.e., ethical climate) and individual differences in moral judgment (i.e., moral identity) can provide a comprehensive picture of how ethical leadership influences ethical sales behavior. Theoretical and practical implications of these findings are also discussed

Empirical research · Ethical Leadership · Identity (music · Mediation · Moderated mediation · Political science · Ethics in Business and Education · Job Satisfaction and Organizational Behavior · Law · Psychology · Social Psychology · Workplace Spirituality and Leadership

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