Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforce

Journal of Business Research

Volumn 54, Issue 1, 2001, Pages 39-52

  Schwepker Jr , Charles H ^a  

^a Dept of Marketing and Legal Studies   (United States)

Author keywords

And turnover intention; Ethical climate; Job satisfaction; Organizational commitment; Salesforce

Indexed keywords

EID: 0041870919     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(00)00125-9     Document Type: Article

References (94)

1. Anderson JC, Gerbing DW Structural equation modeling in practice. A review and recommended two-step approach. Psychol Bull. 103:1988;411-423. May.
2. Apasu Y Identifying the antecedents of salespersons' intention to leave. Akron Bus Econ Rev. 17:1986;85-97. Winter.
3. Armstrong JS, Overton TS Estimating nonresponse bias in mail surveys. J Mark Res. 14:1977;396-402. August.
4. Bartels LK, Harrick E, Martello K, Strickland D The relationship between ethical climate and ethical problems with human resource management. J Bus Ethics. 17:1998;799-805. May.
5. Bluedorn AC A unified model of turnover from organizations. Hum Relat. 35:1982;135-153. February.
6. Bommer M, Gratto C, Gravander J, Tuttle M A behavioral model of ethical and unethical decision making. J Bus Ethics. 6:1987;265-280. May.
7. Brooke PP, Russell DW, Price JL Discriminant validation of measures of job satisfaction, job involvement, and organizational commitment. J Appl Psychol. 73:1988;139-145. May.
8. Brothers T Corporate ethics: developing new standards of accountability. 1991;The Conference Board, New York.
9. Brown SP, Peterson RA Antecedents and consequences of salesperson job satisfaction: meta-analysis and assessment of causal effects. J Mark Res. 30:1993;63-77. February.
10. Caldwell DF, O'Reilly CA Measuring person-job fit with a profile-comparison process. J Appl Psychol. 75:1990;648-657. December.
11. Churchill GA, Ford NM, Walker OC Measuring the job satisfaction of industrial salesmen. J Mark Res. 11:1974;254-260. August.
12. Churchill GA, Ford NM, Walker OC Organizational climate and job satisfaction in the salesforce. J Mark Res. 13:1976;323-332. November.
13. Comer JM, Machleit KA, Lagace RR Psychometric assessment of a reduced version of INDSALES. J Bus Res. 18:1989;291-302. June.
14. Deal T, Kennedy A Corporate cultures: the rites and rituals of corporate life. 1982;Addison-Wesley Publishing, Reading, MA.
15. DeGeorge RT Business ethics. 3rd ed. 1990;Macmillan, New York.
16. Deshpande SP The impact of ethical climate types on facets of job satisfaction: an empirical investigation. J Bus Ethics. 15:1996;655-660. June.
17. Downey KH, Hellriegel D, Phelps M, Slocum JW Organizational climate and job satisfaction: a comparative analysis. J Bus Res. 2:1974;233-248. July.
18. Downey KH, Hellriegel D, Slocum JW Congruence between individual needs, organizational climate, job satisfaction and performance. Acad Manage J. 18:1975;149-155. March.
19. Dubinsky AJ, Hartley SW Antecedents of retail salesperson performance: a path-analytic perspective. J Bus Res. 14:1986;253-268. June.
20. Dubinsky AJ, Howell RD, Ingram TN, Bellenger DN Salesforce socialization. J Mark. 50:1986;192-207. October.
21. Dubinsky AJ, Jolson MA, Michaels RE, Kotabe M, Lim CU Ethical perceptions of field sales personnel: an empirical assessment. J Pers Selling Sales Manage. 12:1992;9-21. Fall.
22. Ferrell OC, Gresham LG A contingency framework for understanding ethical decision making. J Mark. 49:1985;87-96. Summer.
23. Ethics in American business: an opinion survey. 1988;Touche Ross and Co, New York.
24. Ferrell OC, Skinner SJ Ethical behavior and bureaucratic structure in marketing research organizations. J Mark Res. 25:1988;103-109. February.
25. Fishbein M Attitude and the prediction of behavior. Fishbein M Readings in attitude theory and measurement. 1967;477-492 Wiley, New York, NY.
26. Fornell C, Larcker DF Evaluating structural equation models with unobservable variables and measurement error. J Mark Res. 18:1981;39-50. February.
27. Frazier GL, Rody RC The use of influence strategies in interfirm relationships in industrial product channels. J Mark. 55:1991;52-69. January.
28. Friedlander F, Margulies N Multiple impacts of organizational climate and individual value systems upon job satisfaction. Pers Psychol. 22:1969;171-183. Summer.
29. Futrell CM, Parasuraman A The relationship of satisfaction and performance to salesforce turnover. J Mark. 48:1984;33-40. Fall.
30. Goodell R. National business ethics survey findings. Ethics J Fall/Winter 1994; 1, 3, 5.
31. Gundlach GT, Murphy PE Ethical and legal foundations of relational marketing exchanges. J Mark. 57:1993;35-46. October.
32. Hegarty HW, Sims HP Organizational philosophy, policies, and objectives related to unethical decision behavior: a laboratory experiment. J Appl Psychol. 64:1979;331-338. June.
33. Hunt SD, Chonko LB, Wilcox JB Ethical problems of marketing researchers. J Mark Res. 21:1984;309-324. August.
34. Hunt SD, Chonko LB, Wood VR Organizational commitment and marketing. J Mark. 49:1985;112-126. Winter.
35. Hunt SD, Wood VR, Chonko LB Corporate ethical values and organizational commitment in marketing. J Mark. 53:1989;79-90. July.
36. Ingram TN, Lee KS Sales force commitment and turnover. Ind Mark Manage. 19:1990;149-154. May.
37. Jansen E, Chandler GN Innovation and restrictive conformity among hospital employees: individual outcomes and organizational considerations. Hosp Health Serv Adm. 39:1994;63-80. Spring.
38. Johnson JJ, McIntye CL Organizational culture and climate correlates of job satisfaction. Psychol Rep. 82:1998;843-850. June.
39. Johnston MW, Futrell CM Functional salesforce turnover: an empirical investigation into the positive effects of turnover. J Bus Res. 18:1989;141-157. March.
40. Johnston MW, Parasuraman A, Futrell CM, Black WC A longitudinal assessment of the impact of selected organizational influences on salespeople's organizational commitment during early employment. J Mark Res. 27:1990;333-344. August.
41. Johnston MW, Varadarajan RP, Futrell CM, Sager J The relationship between organizational commitment, job satisfaction, and turnover among new salespeople. J Pers Selling Sales Manage. 7:1987;29-38. November.
42. Joreskog KG, Sorbom D LISREL VII: a guide to the program and applications. 1988;SPSS, Chicago.
43. Joseph J, Deshpande SP The impact of ethical climate on job satisfaction of nurses. Health Care Manage Rev. 22:1997;76-81. Winter.
44. Kaczka E, Kirk RV Managerial climate, work groups, and organizational performance. Adm Sci Q. 12:1968;252-271. September.
45. Kelley SW, Dorsch MJ Ethical climate, organizational commitment, and indebtedness among purchasing executives. J Pers Selling Sales Manage. 11:1991;55-66. Fall.
46. Locke EA What is job satisfaction? Organ Behav Hum Perform. 4:1969;309-336. November.
47. Louis MR Surprise and sense making: what newcomers experience in entering unfamiliar organizational settings. Adm Sci Q. 25:1980;226-251. June.
48. Lucas GH The relationships between job attitudes, personal characteristics, and job outcomes: a study of retail store managers. J Retailing. 61:1985;35-62. Spring.
49. Lucas GH, Parasuraman A, Davis RA, Enis BM An empirical study of salesforce turnover. J Mark. 51:1987;34-59. July.
50. Mathieu JE, Zajac DM A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitment. Psychol Bull. 108:1990;171-194. September.
51. McDonald G Business ethics: practical proposals for organizations. J Bus Ethics. 19:1999;143-158. April.
52. Michaels RE, Cron WL, Dubinsky AJ, Joachimsthaler EA Influence of formalization on the organizational commitment and work alienation of salespeople and industrial buyers. J Mark Res. 25:1988;376-383. November.
53. Mobley WH Employee turnover: causes, consequences, and control. 1982;Addison-Wesley Publishing, Reading, MA.
54. Morris J, Sherman DJ Generalizability of organizational commitment model. Acad Manage J. 24:1981;512-526. March.
55. Mowday RT, McDade TW Linking behavior and attitudinal commitment: a longitudinal analysis of job choice and job attitudes. Acad Manage Proc. 1979;84-88.
56. Mowday RT, Porter LW, Steers RM Employee-organizational linkages. 1982;Academic Press, New York, NY.
57. Mowday RT, Steers RM, Porter LW The measure of organizational commitment. J Vocational Behav. 14:1979;224-247. April.
58. Naumann E, Shannon P What is customer-driven marketing. Bus Horizons. 35:1992;44-52. November-December.
59. O'Hara BS, Boles JS, Johnston MW The influence of personal variables on salesperson selling orientation. J Pers Selling Sales Manage. 11:1991;61-67. Winter.
60. Ostroff C The effects of climate and personal influences on individual behavior and attitudes in organizations. Organ Behav Hum Perform. 56:1993;56-90. October.
61. Pierce LL, Hazel CM, Mion LC Effect of a professional model on autonomy, job satisfaction and turnover. Nurs Manage. 27:1996;48M-48T. February.
62. Podsakoff PM Determinants of a supervisor's use of rewards and punishments: a literature review and suggestions for further research. Organ Behav Hum Perform. 29:1982;58-83. February.
63. Porter LW, Steers RM, Mowday RT, Boulian PV Organizational commitment, job satisfaction and turnover among psychiatric technicians. J Appl Psychol. 59:1974;603-609. October.
64. Posner BZ, Schmidt WH Value congruence and differences between the interplay of personal and organizational value systems. J Business Ethics. 12:1993;341-347. May.
65. Posner BZ, Schmidt WH Ethics in American companies: a managerial perspective. J Bus Ethics. 6:1987;383-391. July.
66. Pritchard RD, Karasick BW The effects of organizational climate on managerial job performance and job satisfaction. Organ Behav Hum Perform. 9:1973;126-146.
67. Purchasing: gifts to buyers. April 11, 1997, p. 19.
68. Qualls WJ, Puto CP Organizational climate and decision framing: an integrated approach to analyzing industrial buying decisions. J Mark Res. 26:1989;179-192. May.
69. Randall DM Commitment and the organization: the organization man revisited. Acad Manage Rev. 12:1987;460-471. March.
70. Randall DM, Fernandes MF The social desirability response bias in ethics research. J Bus Ethics. 10:1991;805-817. November.
71. Robin DP, Reidenbach ER Social responsibility, ethics, and marketing strategy. J Mark. 39:1987;20-27. April.
72. Sager JK, Johnston MW Antecedents and outcomes of organizational commitment: a study of salespeople. J Pers Selling Sales Manage. 9:1989;30-41. Spring.
73. Sager JK, Varadarajan RP, Futrell CM Understanding salesperson turnover: a partial evaluation of Mobley's turnover process model. J Pers Selling Sales Manage. 8:1988;21-35. May.
74. Schein E Organizational culture and leaders: a dynamic view. 1985;Jossey-Bass, San Francisco.
75. Schneider B Organizational climate: individual preferences and organizational realities. J Appl Psychol. 56:1972;211-217. June.
76. Schneider B Organizational climate: an essay. Pers Psychol. 28:1975;447-479. Winter.
77. Schneider B, Reichers AE On the etiology of climates. Pers Psychol. 36:1983;19-39. Spring.
78. Schneider B, Rentsch J Managing climates and cultures: a futures perspective, in futures of organizations. Hage J:1988;181-200 Lexington Books, Lexington, MA.
79. Schneider B, Snyder RA Some relationships between job satisfaction and organizational climate. J Appl Psychol. 60:1975;318-328. June.
80. Schwepker CH, Ferrell OC, Ingram TN The influence of ethical climate and ethical conflict on role stress in the sales force. J Acad Mark Sci. 25:1997;99-108. Spring.
81. Sims RL, Keon TL Ethical work climate as a factor in the development of person-organization fit. J Bus Ethics. 16:1997;1095-1105. August.
82. Sims RL, Kroeck GK The influence of ethical fit on employee satisfaction, commitment and turnover. J Bus Ethics. 13:1994;939-947. December.
83. Singhapakdi A, Vitell SJ Analyzing the ethical decision making of sales professionals. J Pers Selling Sales Manage. 11:1991;1-12. Fall.
84. Tett RP, Meyer JP Job satisfaction, organizational commitment, turnover intention, and turnover: path analyses based on meta-analytic findings. Pers Psychol. 46:1993;259-291. Summer.
85. Trevino LK Ethical decision making in organizations: a person-situation interactionist model. Acad Manage Rev. 11:1986;601-617. July.
86. Verbeke W, Ouwerkerk C, Peelen E Exploring the contextual and individual factors on ethical decision making of salespeople. J Bus Ethics. 15:1996;1175-1187. November.
87. Victor B, Cullen JB The organizational bases of ethical work climates. Adm Sci Q. 33:1988;101-125. March.
88. Vitell SJ, Davis DL The relationship between ethics and job satisfaction: an empirical investigation. J Bus Ethics. 9:1990;489-494. June.
89. Walker OC, Churchill GA, Ford NM Motivation and performance in industrial selling: present knowledge and needed research. J Mark Res. 14:1977;156-168. May.
90. Weeks W, Nantel J Corporate codes of ethics and sales force behavior: a case study. J Bus Ethics. 11:1992;753-760. October.
91. Wimbush JC, Shepard JM Toward understanding of ethical climate: its relationship to ethical behavior and supervisory influence. J Bus Ethics. 13:1994;637-647. August.
92. Wimbush JC, Shepard JM, Markham SE An empirical examination of the relationship between ethical climate and ethical behavior from multiple levels of analysis. J Bus Ethics. 16:1997;1705-1716. December.
93. Wood AJ Employee retention. Manage. 46:1994;4-7. November.
94. Zohar D Safety climate in industrial organizations: theoretical and applied implications. J Appl Psychol. 65:1980;96-102. February.