Business Commons^™

Authentic Leadership's Ethical Influence On Retail Telecom Performance Management Systems, Arin S. Crandall

Doctoral Dissertations and Projects

This qualitative study of retail telecommunication salespeople and their employers supported the existing literature about authentic leadership’s positive influence on organizational citizenship behavior, affective commitment, ethical climate, and employee motivation in balancing performance management systems. Through salesperson self-regulation, this study also supported goal setting and other task-based motivation theories. The study added to the paucity of research on the relationship of pressure to unethical behavior and found the time dimension of goals was less important than threatening pressure. Both ethical codes and personal values were found to motivate ethical behavior more than either one by itself. Also, the study found …