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The influence of ethical climate and ethical conflict on role stress in the sales force

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Abstract

Several leading models of ethical decision making include factors contributing to an organization’s ethical climate as significant determinants affecting ethical choice. The relationship of ethical climate to ethical conflict and role conflict is examined in a salesperson context. Results suggest that salespersons’ perceptions of a positive ethical climate are negatively associated with their perceived ethical conflict with sales managers. Implications and directions for future research are provided.

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Author information

Authors and Affiliations

  1. University of Memphis, USA

    Charles H. Schwepker & O. C. Ferrell

  2. Central Missouri State University, USA

    Charles H. Schwepker

  3. Louisiana State University, USA

    O. C. Ferrell

  4. the University of Tampa, USA

    O. C. Ferrell

  5. Georgia State University, USA

    Thomas N. Ingram

  6. Colorado State University, USA

    Thomas N. Ingram

Authors
  1. Charles H. Schwepker
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  2. O. C. Ferrell
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  3. Thomas N. Ingram
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Additional information

He has experience in wholesale and retail sales. His research interests are in sales, sales management, marketing ethics, and consumer behavior. His articles have appeared in theJournal of Public Policy and Marketing, Journal of Business Ethnics, Journal of Marketing Management, Journal of Marketing Theory & Practice, andIndustrial Marketing Management, as well as various national and regional proceedings. He is coauthor ofSales Management: Analysis and Decision-Making.

He is currently the president of the Academic Council of the American Marketing Association. He is a Southern Marketing Association Fellow and a Southwestern Marketing Association Fellow. He has published 15 books and more than 50 articles. His books includeMarketing: Concepts and Strategies andBusiness Ethics. His work has appeared inJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, among others. His major research focus is marketing implementation and ethical compliance frameworks for organizations.

Before commencing his academic career, he worked in sales, product management, and sales management with Exxon and Mobil. He has received various teaching and research awards, including being named the Marketing Educator of the Year by Sales and Marketing Executives International (SMEI). His primary research is in personal selling and sales management. His work has appeared inJournal of Marketing, Journal of Marketing Research, Journal of Personal Selling & Sales Management, andJournal of the Academy of Marketing Science, among others. He is the coauthor of five textbooks, includingThe Professional Selling Skills Workbook, Sales Management: Analysis and Decision-Making, andMarketing Principles and Perspective.

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Schwepker, C.H., Ferrell, O.C. & Ingram, T.N. The influence of ethical climate and ethical conflict on role stress in the sales force. J. of the Acad. Mark. Sci. 25, 99–108 (1997). https://doi.org/10.1007/BF02894345

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