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The Mediating Role Of Ethical Decision Making In The Relationship Between Job Characteristics And Job Outcomes: An Examination Of Business-To-Business Salespeople, G. Alexander Hamwi
The Mediating Role Of Ethical Decision Making In The Relationship Between Job Characteristics And Job Outcomes: An Examination Of Business-To-Business Salespeople, G. Alexander Hamwi
Marketing Dissertations
The purpose of this research is to examine how the ethical decision making of a salesperson is influenced by job characteristics, and how ethical decision making then influences job outcomes. This research is important because the field of ethics draws from diverse disciplines that have minimal agreement with each other. While calls have been made for a uniform standard of ethics, a better decision may be for each discipline to look internally to determine both what ethics is and how it functions in relation to other variables on in each disciplines unique field. This study examines first how the exogenous …
The Differing Effects Of Satisfaction, Trust, And Commitment On Buyer's Behavioral Loyalty: A Study Into The Buyer-Salesperson And Buyer-Selling Firm Relationship In A Business-To-Business Context, Brian Rutherford
Marketing Dissertations
This study is one of the first studies to fully address the relationship that business-to-business buyers have with both the selling firm and salesperson within an integrated model. Finding from this survey research support 14 of the 26 original hypotheses and the 2 additional linkages using structural equation modeling. This study finds that the relationship customers have with the selling firm is a stronger predictor of continuance than the relationship that the buyer has with the salesperson. While this relationship is stronger between the buyer and the selling firm, findings suggest that the salesperson can have a direct negative impact …