Reducing salesperson job stress and unethical intent: The influence of leader-member exchange relationship, socialization and ethical ambiguity

Schwepker, Charles H.; Good, Megan C.

doi:10.1016/j.indmarman.2017.08.008

Cited by 35 publications

(22 citation statements)

References 164 publications

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“…While exhibiting FOC, employees are under stress due to mismatch between actual and displayed behaviour at the workplace. Past studies reported that continuous stress leads to unethical behaviour at the workplace (Parlangeli et al , 2019; Schwepker Jr and Good, 2017).…”

Section: Literature Reviewmentioning

confidence: 99%

Grey shade of work environment triad – effect of supervisor ostracism and perceived organizational obstruction on employees' behaviour: a moderated-mediation model

Akhtar

Syed

Javed

et al. 2020

LODJ

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PurposeThis study, based on the moderated-mediation model, investigates the indirect effect of facades of conformity in the relationship between supervisor ostracism and unethical work behaviour. Furthermore, this study tested the moderating role of perceived organizational obstruction in the aforementioned relationship through facades of conformity.Design/methodology/approachEmploying a multi-wave and two-source data from employees and peers (n = 264) of the services sector in Pakistan, the authors tested the proposed framework using Hayes and Preacher moderated-mediation technique.FindingsThe findings reflect that supervisor ostracism encourages unethical behaviour at the workplace. Further, results revealed that facades of conformity mediated this direct relationship. Moreover, the authors found that perceived organizational obstruction moderated the relationship between supervisor ostracism and facades of conformity. Results also confirm that perceived organizational obstruction moderates the mediated relationship.Research limitations/implicationsThe paper concludes with a discussion, managerial implications, limitations and directions for future research.Originality/valueThis study added value in the literature of supervisor ostracism, facades of conformity, unethical work behaviour and perceived organizational obstruction.

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Section: Literature Reviewmentioning

confidence: 99%

Grey shade of work environment triad – effect of supervisor ostracism and perceived organizational obstruction on employees' behaviour: a moderated-mediation model

Akhtar

Syed

Javed

et al. 2020

LODJ

View full text Add to dashboard Cite

show abstract

“…For instance, a high‐quality leader‐member exchange relationship reduces the ethical ambiguity of sales personnel through effective communication between sales managers and sales personnel. This, in turn, weakens their intention toward unethical sales practices (Schwepker & Good, 2017). In summation, we maintain that the perceived threat of market competition results in moral disengagement, which further leads to unethical marketing and selling practices.…”

Section: Introductionmentioning

confidence: 99%

Impact of employees’ perceived threat of market competition on unethical marketing and selling practices: Moral disengagement and ethical leadership

Khan

Shah

et al. 2021

Business Ethics Env & Resp

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This study draws on the social cognitive theory to examine the effect of perceived market competition on employees’ unethical marketing and selling practices. The boundary conditions associated with this relationship were examined, and we posit that perceived market competition is related to unethical marketing and selling practices through the mediating mechanism of moral disengagement. We further propose that ethical leadership moderates the relationship between the perceived threat of market competition, moral disengagement, and tendency toward unethical marketing and selling practices. We tested our hypotheses with a sample of 387 employees working in the banking sector in Pakistan. Our results suggest that moral disengagement had a full mediation effect between the perceived threat of market competition and tendency of employees toward unethical marketing and selling practices. Moreover, ethical leadership moderated the relationship between moral disengagement and the tendency of employees toward unethical marketing practices. The research findings indicate that when field employees encounter threat perceptions due to market competition, they have a propensity toward engaging in unethical marketing and selling practices when they can activate moral disengagement. This study also found that ethical leadership negatively moderates the relationship of moral disengagement with employees’ tendency toward unethical marketing and selling practices.

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“…Occupational stress is conceptualized as a subjective feeling of an individual when work demands exceed his/her capacity to cope with the requirements on time (Schwepker Jr & Good, 2017). In such circumstances, people feel as if they have lost control of their workplace because of ever-increasing work demands.…”

Section: Introductionmentioning

confidence: 99%

Effect of Leader-Member Exchange Relationship on Occupational Stress in the Energy Sector of Pakistan: A Mediating Role of Job Involvement

Adil¹,

Qaiser²

2020

jms.2014

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The relationship between leader-member exchange (LMX) and occupational stress has gained substantial attention in recent years. The objective of this study is two folds: a) to analyze the impact of LMX on occupational stress; and b) to investigate whether job involvement mediates the positive relationship between LMX and occupational stress. A useable sample of 342 responses is drawn from a leading multinational engineering company of the energy sector in Pakistan. LMX is measured by four dimensions i.e. affect, loyalty, perceived contribution and professional respect, whereas three dimensions are used to measure occupational stress i.e. personal resources, personal strain and occupational role. A measurement model is constructed with high validity and reliability. Following a segmentation approach, four hypotheses are tested using latent variable scores (LVS) through a variance-based partial least square structural equation modelling (PLS-SEM) technique. The findings suggest that a) LMX shows a significant but on contrary to our expectation, a positive effect on occupational stress; b) LMX has no statistically significant effect on job involvement; c) job involvement has significant positive effect on occupational stress; however, d) job involvement does not mediate the relationship between LMX and occupational stress. The significant original contribution of this study in the leadership and management literature is that a high-quality LMX relationship can substantially increase the level of occupational stress. This research finding is emerged from the employees working in a large multinational engineering company of a developing country. Findings and managerial implications are discussed.

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Reducing salesperson job stress and unethical intent: The influence of leader-member exchange relationship, socialization and ethical ambiguity

Cited by 35 publications

References 164 publications

Grey shade of work environment triad – effect of supervisor ostracism and perceived organizational obstruction on employees' behaviour: a moderated-mediation model

Grey shade of work environment triad – effect of supervisor ostracism and perceived organizational obstruction on employees' behaviour: a moderated-mediation model

Impact of employees’ perceived threat of market competition on unethical marketing and selling practices: Moral disengagement and ethical leadership

Effect of Leader-Member Exchange Relationship on Occupational Stress in the Energy Sector of Pakistan: A Mediating Role of Job Involvement

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