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Flow and Information Sharing as Predictors of Ethical Selling Behavior

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Abstract

Ethical selling has been found to have significant influence on sales performance and relational selling behaviors. However, sales ethics was mostly explored through a negative lens (i.e., what is wrong with salesperson) and we depart from this tradition by using a positive lens (i.e., if sales person is in flow, she would be more ethical). Using broaden-and-build theory, this paper examines the influence of flow on ethical selling. The mediating role of information sharing is also examined. Results from a study of 192 pharmaceutical salespeople in India suggest that flow influences ethical selling behavior via information sharing. The findings imply that flow can serve as a driver for information sharing and ethical decision making among salespeople. The study contributes to the sales ethics literature by extending the application of positive psychology to the sales domain for the first time.

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Acknowledgements

We sincerely thank the three reviewers for their constructive comments. This study was conducted independently and had no financial support from any agency. However, we would like to thank Indian Institute of Management, Kozhikode, for allowing us time and infrastructure to pursue this project.

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Authors and Affiliations

  1. Indian Institute of Management Kozhikode (IIMK), IIM Kozhikode Campus P.O., Kunnamangalam, Kozhikode, Kerala, 673 570, India

    Guda Sridhar

  2. Xavier School of Management XLRI, C.H.Area (East), Jamshedpur, Jharkhand, 831001, India

    Teidorlang Lyngdoh

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  1. Guda Sridhar
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  2. Teidorlang Lyngdoh
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Correspondence to Guda Sridhar.

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Sridhar, G., Lyngdoh, T. Flow and Information Sharing as Predictors of Ethical Selling Behavior. J Bus Ethics 158, 807–823 (2019). https://doi.org/10.1007/s10551-017-3743-8

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