Assessing the Relationship between Sales Quotas and Moral Judgement of Insurance Salespersons: The Moderating Effects of Personal Moral Values, Quota Failure Consequences and Corporate Ethical Climate (original) (raw)

Marketing Ethics: Mediating Influences on Sales Managers’ Ethical Decision-making

Advances in economics, business and management research/Advances in Economics, Business and Management Research, 2024

Ethics plays an vital role and dominant in the company. The ethical problems faced by the buyer and seller in the market leads to negative or positive commercial relations. The seller have to give more emphasis towards this process will lead to a shake-up in trade and commercial communications between buyer and seller. The establishment of an ethical structure like transparency, fair value, proper sales operation and proper communication within the marketing department has positive effects on growth of the company. Sales management coordinating the sales professionals to achieve higher revenue to the company's goals while maintaining ethical standards. The ethics in sales activities ensure the ethical standard with integrity and a focus on customer well-being. Having a good understanding between the consumers' ethical behaviors and the consumption of the products provides more benefits in helping the managers to analyze the behavior of the customer. This practice not only protects the company's reputation but also contributes to long-term business success. This paper focused towards that and collected 395 samples from managers working in FMGC companies located in India.

Perceived risk, moral philosophy and marketing ethics: mediating influences on sales managers' ethical decision-making

Journal of Business Research, 2002

This study extends previous research in ethical decision-making in marketing. Using Hunt and Vitell's [J Macromark 6 (1986) 5] model, perceived risk is operationalized as the result of insufficient time and information for decision-making where substantial magnitude and probability for loss is present. Results from a national study of sales managers indicate that risk perceptions affect the relative balance of nonconsequential and consequential evaluations in forming ethical judgments and intentions. For all subjects, nonconsequential evaluations contribute more to ethical judgments than consequential evaluations. However, structural analyses of the Hunt and Vitell model reveal that under higher risk, managers attach greater importance to nonconsequential evaluations than managers who felt less risk. Lower risk is related to greater use of consequential evaluations in the formation of ethical judgments and intentions. Finally, subjects in the high-risk treatment group exhibited significantly harsher ethical judgments and less intention to perform the ethically questionable behavior. D

Ethical Sales Behaviour in Insurance Business-A Study in Indian Context

2018

The Business of Business is Business. This famous quote gives rise to a long debated controversy on the responsibilities of Business towards the eco-system in which it exists. One of the many responsibilities that is expected from a Business includes the most important one-‘Ethics’. The importance of Ethics in a Business can never be exaggerated as it works as lubricant in the organisational machinery ensuring smooth and long uninterrupted running. This become all the more applicable in case of Financial Industry, including Insurance. The importance of Ethics escalates in Financial Industry due to its very nature of business, featured with products having complexity, intangibility, deferred maturity and information asymmetry. The Insurance Business is mostly carried out by field level salesman known as Insurance Advisors who are duly authorised by the Insurer and IRDA to represent and conduct the sale. And hence the Insurance Agents shoulder on the responsibility to carry out ac...

The relationship between salespersons’ ethical philosophy and their ethical decision-making process

Asian Journal of Business Ethics, 2013

The aim of the present research is studying the relationship between the salespersons' ethical philosophy and their ethical decision-making process and seeks to answer two fundamental questions: first, what is the ethical philosophy of salespersons? And second, how does the salespersons' ethical philosophy affect their ethical decisionmaking process? Statistical population of this research is salespersons who have passed the sales training course at the Department of Commerce Research Centre. One hundred thirty-seven questionnaires of total 300 accessible populations were analyzed through path analysis method. The findings indicate that most salespersons are idealists. Although this idealism affects the ethical judgment directly, but the effect of relativism on ethical intention is more considerable.

A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions

Journal of International Business Studies, 1991

This study examines ethical perceptions of industrial salespeople in the United States, Japan, and South Korea. Marketing ethics, in general, and selling ethics, in particular, have experienced *Alan J. Dubinsky is Professor of Marketing at St. Cloud State University (St. Cloud, Minnesota). His research interests are in the areas of personal selling and sales management.

Ethical Issues and Performance of Nigerian Insurance Companies

2020

This study investigated Ethical Issues in Business and Performance of Nigerian Insurance Companies. The specific objective was to establish the effect of business ethics variables on the performance of Nigeria Insurance Companies. Data collection was with the aid of a structured questionnaire administered on 411 employees of insurance companies in Nigeria in the 10 selected organization. A total of 390 responses were processed for analysis. . Statistical techniques such as descriptive and inferential statistics (regression and correlation) were applied in the analysis. It was observed that there exists strong relationship between business ethics and performance of Nigerian Insurance companies. Workforce diversity was found to have negative connection with Nigerian Insurance Companies’ Performance. It was revealed that strong positive relationship exists between organizational ethical code and Nigerian Insurance Companies’ Performance and environmental regulatory compliance impact th...

Differences in business ethical perceptions between salespeople and business students

2012

Ethic and personality are two important things for a business organization. In terms of work place, it is important to know that someone who workid' at personal selling (salespeople) sometimes violates the moral and ethical dimensions of their profession. This is the reason why the study aimed to examine the differences in business ethi~al"~erce~tions between salespeople and the prospective personal selling people(e.g. business students) and to compare their perceptions based on gender differences. 200 samples participated in this study, and a number of hypotheses have been tested empirically. Results of the study indicate that gender differences differ in the four dimensions of ethics, namely: moral development, ethical value system, sensitivity to ethical issues, and ethical behavior. However, in general, empirical results showed no differences in gender for the examination of ethical behavior. Interesting finding showed that there are significant differences in perceptions of business ethics and personality between business students and people who have already work personal selling.

The Influence of Moral Philosophy on Retail Salespeople's Ethical Perceptions

Journal of Consumer Affairs, 2004

The relatively minimal literature on ethics in a retail selling context indicates that retail sales personnel perceive that their job creates ethical dilemmas. However, what drives those beliefs is virtually unknown. Investigations in non‐retailing venues have found that employees’ moral philosophy (or ideology) influences whether they view a particular situation, action, or behavior as unacceptable (ethically inappropriate). The present study extends previous retail sales ethics research by examining the impact of retail salespersons’ moral philosophy on their perceptions of situations that are potentially ethically troublesome. Findings reveal some evidence that moral philosophy does indeed have an effect on retail salespeople's ethical beliefs. The impact of these results on the consumer is brought out through a discussion of the various implications from the vantage point of consumer welfare.

Ethical Leadership, Ethical Selling, and Financial Services Performances: A Case of Nigerian Market

International Journal of Sustainable Economies Management, 2017

The antecedents of Nigerian financial industries in the past few decades call for a deeper understanding of the sector vis-à-vis ethical practice. Importantly, the revolution in the sector in the early 1990s birthed an industry that resolutely shifted practice from “armchair” marketing to aggressive marketing system that embraces selling practice. The paper seeks to understand that the failure recorded in the sector in terms of bankruptcy and insolvency of many banks and insurance companies is not really as a result of failure of core financial practice but abuse of depositors’ funds which are mostly diverted and the unethical selling practice embraced by staff that made many depositors lost faith in the sector. The study therefore looks at the role of ethical leadership and its influence on ethical selling practice in financial industry. The paper found that ethical leadership that reflects on and entrenches ethical selling practice would definitely promote ethical behaviour among financial services sales (marketing) staff.