Open Access. Powered by Scholars. Published by Universities.®
Articles 1 - 1 of 1
Full-Text Articles in Business
Antecedents And Outcomes Of Duty Orientation Among Salespeople, James Deconinck, Drew Carnes, Mary Beth Deconinck
Antecedents And Outcomes Of Duty Orientation Among Salespeople, James Deconinck, Drew Carnes, Mary Beth Deconinck
American Business Review
This study analyzed the relationship among ethical leadership, duty orientation, perceived organizational support (PSS), organizational citizenship behaviors (OCBs) and job performance among a sample of 45 sales managers and 203 salespeople. Duty orientation and perceived organizational support were found to mediate the relationship between ethical leadership and performance outcomes. Ethical leadership was a direct predictor of OCBs but not job performance. This study shows the importance of analyzing ethical leadership, duty orientation, and PSS and their relationship with OCBs and job performance in the salesforce.