Outcomes of an Ethical Work Climate among Salespeople

Abstract

Establishing and maintaining an ethical work climate is important for all organizations. However, it is especially important for salespeople since they serve a boundary spanning role in the organization. This study analyzed an ethical work climate using a sample of 426 salespeople. The results indicate that an ethical work climate influences salespersons’ level to which they identify with their organization’s vision and goals. Ethical work climate also was related to turnover intentions, but only related to turnover indirectly through organizational identification. Research implications are discussed.