Fostering creative selling through ethics. An emotion‐based approach

Bibliographic Data

ID21259417
AuthorsBelén Bande (0000-0003-3530-0401, Universidade de Santiago de Compostela, corresponding author), Sandra Castro-González (0000-0002-8206-1776, Universidade de Santiago de Compostela), Pilar Fernández‐Ferrín (Faculty of Economics and Business University of the Basque Country UPV/EHU Vitoria‐Gasteiz Spain), Pilar Fernández Ferrín (0000-0002-7507-2047, University of the Basque Country), Guadalupe Vila Vázquez (0000-0001-8176-7745, Universidade de Santiago de Compostela)
Year2023
Volume32
Issue1
Pages211-225
Publication date2023-01-01
Peer ReviewedYes
Open AccessYes
TypeARTICLE
VenueBusiness Ethics, the Environment & Responsibility (JOURNAL)
Journal identifiersISSN: 2694-6416 • E-ISSN: 2694-6424
PublisherWiley (PUBLISHER • GB)
DOI10.1111/beer.12491
OpenAlexW4306698192
LanguageEN
Citations received2
References cited102

Research on salesperson creativity remains as one of the most under‐researched topics in the sales literature despite the evidence that encouraging creativity in the sales domain is a source of competitive advantage. This paper aims to fill this research gap by exploring the influence of perceived ethical climate on salesperson creative performance, paying special attention to the role that emotions play in this process. Data provided by 176 supervisor–salesperson dyads confirm that the trust/responsibility dimension of an ethical climate is positively related to salesperson creative selling by increasing salespeople's organizational pride. Similarly, the perception of unethical selling practices negatively affects salesperson organizational pride, reducing the expression of creative behaviors. Moreover, the negative effect of unethical selling practices on creative performance is stronger (more negative) when salespeople's identification with an organization increases. Managerial implications and future research directions are also addressed

Business · Creative thinking · Creativity · Management · Perception · Political science · Pride · Public relations · Supervisor · Emotions and Moral Behavior · Ethics in Business and Education · Job Satisfaction and Organizational Behavior · Psychology · Social Psychology · Marketing

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Open DOIOpen Access