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http://dx.doi.org/10.5762/KAIS.2020.21.1.521

Do ethical sales behaviors improve job satisfaction and job performance?  

Han, Su Jin (Division of Business Administration, Hoseo University)
Kang, Sora (Department of Digital Business, Hoseo University)
Publication Information
Journal of the Korea Academia-Industrial cooperation Society / v.21, no.1, 2020 , pp. 521-529 More about this Journal
Abstract
This paper attempted to empirically analyze whether or not ethical behavior at the individual level has a positive effect on both companies and employees. In addition, based on the social exchange theory, a hypothesis was established that perceived supervisory support has a positive moderating effect on the relationship between ethical behavior, job satisfaction, and job performance. As a result of analyzing a questionnaire given to 238 sales employees, It was first verified that ethical behavior by sales staff had a positive effect on job satisfaction and performance, as expected in the hypothesis. Second, the moderating effect of perceived supervisory support was significant only in the relationship between the ethical behavior of the salesperson and job performance. On the other hand, the moderating effect of perceived supervisory support on the relationship between ethical behavior and job satisfaction was not verified. Based on the results of this study, the implications and future directions of study are presented.
Keywords
Ethical Sales Behavior; Salesperson; Job Satisfaction; Job Performance; Perceived Supervisory Support;
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