Salesperson corporate ethical values (SCEV) scale: Development and assessment among salespeople

Douglas Amyx*, Shahid Bhuian, Dheeraj Sharma, Katherine Loveland

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

16 Citations (Scopus)

Abstract

This study has two purposes. First, we constructed a multidimensional psychometric scale, salesperson corporate ethical values (SCEV), to assess salespeople's perceptions of corporate ethics, as well as their own ethics with customers and their organization. The resulting four-dimensional nine-item scale demonstrated reliability, as well as convergent, discriminant, and nomological validity in both training and validation samples. Second, using SCEV as the focal point, we theorized and tested a structural model with five constructs. Results suggest that fairness, organizational commitment, and organizational citizenship behaviors are positively related to SCEV, which, in turn, is positively associated with job satisfaction and performance.

Original languageEnglish
Pages (from-to)387-401
Number of pages15
JournalJournal of Personal Selling and Sales Management
Volume28
Issue number4
DOIs
Publication statusPublished - 2008

ASJC Scopus subject areas

  • Human Factors and Ergonomics
  • Management of Technology and Innovation

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