Exploring the organizational factors affecting salesforce ethical behavior: a review-based article

Fatima, Zoha

doi:10.1007/s13520-019-00098-z

Cited by 10 publications

(7 citation statements)

References 29 publications

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“…Thus, their effect (as opposed to informal controls initiated by workers) is often of more significant concern to management. Second, current research has shown a systematic study of formal controls (Fatima, 2020). Finally, the existing literature has documented that each of the three selected formal controls (output, capability and activity) has benefits that can be used to achieve organizational objectives (especially concerning customer outcomes) (Wang et al, 2012) (see Table 1).…”

Section: Salesforce Control Systemsmentioning

confidence: 96%

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Formal salesforce control mechanisms and behavioral outcomes

Shin

Amenuvor

Boateng

et al. 2021

MIP

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PurposeThe current study aims to empirically examine the impact of formal salesforce control systems on salespeople and customer behavior.Design/methodology/approachData are collected from 704 salespeople and their respective visiting customers (704) in Ghana. The suggested hypotheses are tested through the structural equation (SEM) modeling technique.FindingsThe study results show that all three formal control mechanisms have positive and significant effects on customer-directed problem-solving and adaptive selling behaviors. Similarly, the study finds that salespeople's customer-directed problem-solving behavior increases, respectively, customer-directed opportunism and relationship continuity. Adaptive selling behavior also has significant positive effects on both customer-directed opportunism and relationship continuity, respectively.Practical implicationsThe study offers practical and theoretical insights into understanding salesforce control dynamics, customer-directed opportunism, adaptive selling behavior, customer-directed problem-solving behavior and continuity of relationships. The results also have significant consequences for sales organizations as they can help sales managers decide on the best form of salesforce control systems to deploy.Originality/valueThe current research demonstrates how control mechanisms can influence both adaptive selling and customer-directed problem-solving behaviors and how these could generate both customer-directed opportunism and relationship continuity.

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Section: Salesforce Control Systemsmentioning

confidence: 96%

“…Similarly, Fatima and Azam (2017) discussed how intrinsic and extrinsic motives are influenced by salesforce controls. Equally, previous research (Fatima, 2020) sought to highlight salesforce control systems as a series of procedures for controlling, directing, assessing and compensating workers.…”

Section: Introductionmentioning

confidence: 99%

Formal salesforce control mechanisms and behavioral outcomes

Shin

Amenuvor

Boateng

et al. 2021

MIP

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“…In conclusion, it became evident to us that most research in the sales domain of salespeople has mostly taken a piecemeal approach to understanding specific factors (as suggested by the theory chosen) that drive the (un)ethical behaviors of salespeople. However, more recent work in sales, calls for a more nuanced approach to understanding why salespeople engage in (un)ethical behavior (Merkle et al , 2020; Lussier et al , 2021; Fatima, 2020; Munoz and Mallin, 2018). More specifically, we argue that salespeople mostly respond to different situations differently.…”

Section: Resultsmentioning

confidence: 99%

To be or not to be: a review of the (un)ethical salespeople literature

Anand

Bowen²,

Rangarajan³

2022

JBIM

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Purpose Despite the prominence of ethics in mainstream marketing and sales literature, studies on the role of unethical sales practices remain sparse. As a result, we sought to fill this void by reviewing and integrating the available research on unethical sales practices. Design/methodology/approach A systematic methodology is used to review the literature. The data study covered peer-reviewed journal publications from 2008 through 2020. Findings Our investigation uncovered patterns (situational ethical behavior, ethical sales organizational culture, ethical leadership of salespeople, and unethical behavior). We suggest promising avenues for further research by concluding our methodological and theoretical contribution. Originality/value Today’s sales profession is continually evolving, putting increased demand on salespeople to adapt to new norms. Salespeople may be enticed to engage in unethical sales tactics in these situations, endangering not just themselves, but also their organizations and clients. This research contributes to the unique nature of ethics among sales people.

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“…The salesforce control system is a set of 'formalized rules and procedures to direct the salesforce to reach desired organizational objectives' (Anderson & Oliver, 1987). Sales control systems aim to provide directions and goals to the salespersons (Fatima, 2020). When individuals are given a sense of direction, justifiable targets, a defined scope and the limitations of the work at hand, they tend to be more effective and guided (Cravens et al, 1993).…”

Section: Introductionmentioning

confidence: 99%

The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India

Fatima,

Khan,

Mohammad

2023

Management and Labour Studies

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The salesforce control system plays an important role in salesforce performance and organization effectiveness. This study investigates the influence of behaviour-based and outcome-based control systems on eight performance-related variables. Data have been collected from sales executives of pharmaceutical companies in India on the basis of a self-administered survey. A standardized close-ended survey instrument was utilized to gather the data. Post screening, a usable sample of 346 responses was analysed by employing partial least square structural equation modelling. The results indicate that although both kinds of salesforce control systems are acceptable, the behaviour-based one appears to be slightly better. Academic and managerial implications are discussed in this article.

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Exploring the organizational factors affecting salesforce ethical behavior: a review-based article

Cited by 10 publications

References 29 publications

Formal salesforce control mechanisms and behavioral outcomes

Formal salesforce control mechanisms and behavioral outcomes

To be or not to be: a review of the (un)ethical salespeople literature

The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India

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