Antecedents and Outcomes of Duty Orientation Among Salespeople

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...

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Autores principales:	James DeConinck, Drew Carnes, Mary Beth DeConinck
Formato:	article
Lenguaje:	EN
Publicado:	Pompea College of Business 2021
Materias:	ethical leadership duty orientation perceived supervisor support organizational citizenship behaviors performance Business HF5001-6182
Acceso en línea:	https://doaj.org/article/8d0424cb22a445afaa0b89d08cd07dda
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spelling	oai:doaj.org-article:8d0424cb22a445afaa0b89d08cd07dda2021-11-16T19:13:12ZAntecedents and Outcomes of Duty Orientation Among Salespeople10.37625/abr.24.2.100-1140743-23482689-8810https://doaj.org/article/8d0424cb22a445afaa0b89d08cd07dda2021-11-01T00:00:00Zhttps://digitalcommons.newhaven.edu/americanbusinessreview/vol24/iss2/5/https://doaj.org/toc/0743-2348https://doaj.org/toc/2689-8810This 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.James DeConinckDrew CarnesMary Beth DeConinckPompea College of Businessarticleethical leadershipduty orientationperceived supervisor supportorganizational citizenship behaviorsperformanceBusinessHF5001-6182ENAmerican Business Review, Vol 24, Iss 2, Pp 100-114 (2021)
institution	DOAJ
collection	DOAJ
language	EN
topic	ethical leadership duty orientation perceived supervisor support organizational citizenship behaviors performance Business HF5001-6182
spellingShingle	ethical leadership duty orientation perceived supervisor support organizational citizenship behaviors performance Business HF5001-6182 James DeConinck Drew Carnes Mary Beth DeConinck Antecedents and Outcomes of Duty Orientation Among Salespeople
description	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.
format	article
author	James DeConinck Drew Carnes Mary Beth DeConinck
author_facet	James DeConinck Drew Carnes Mary Beth DeConinck
author_sort	James DeConinck
title	Antecedents and Outcomes of Duty Orientation Among Salespeople
title_short	Antecedents and Outcomes of Duty Orientation Among Salespeople
title_full	Antecedents and Outcomes of Duty Orientation Among Salespeople
title_fullStr	Antecedents and Outcomes of Duty Orientation Among Salespeople
title_full_unstemmed	Antecedents and Outcomes of Duty Orientation Among Salespeople
title_sort	antecedents and outcomes of duty orientation among salespeople
publisher	Pompea College of Business
publishDate	2021
url	https://doaj.org/article/8d0424cb22a445afaa0b89d08cd07dda
work_keys_str_mv	AT jamesdeconinck antecedentsandoutcomesofdutyorientationamongsalespeople AT drewcarnes antecedentsandoutcomesofdutyorientationamongsalespeople AT marybethdeconinck antecedentsandoutcomesofdutyorientationamongsalespeople
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Antecedents and Outcomes of Duty Orientation Among Salespeople

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