Bringing meaning to the sales job: The effect of ethical climate and customer demandingness

By Fernando Jaramillo, Jay P. Mulki, J. Boles. 2013

120 citations recorded by the source corpus.

Top performing salespeople are attracted to organizations that provide opportunities to make full use of their abilities. Responses from 1450 sales directors from a leading direct selling organization were used to examine salesperson's experienced meaningfulness. Results show that experienced meaningfulness is critical to sales because it impacts salesperson's performance, turnover intentions and felt stress. Further, ethical climate and customer demandingness influence experienced meaningfulness perceptions.

Subfields: Demography, Information Systems and Management, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/c4473ae69686a906339437f9421a5dc1fb50b54b

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Demography

1. Omar S. Itani
2. Heather Round
3. Achinto Roy
4. Fernando Jaramillo
5. Sukanto Bhattacharya
6. Ceylan Alkan
7. Yilmaz Akgunduz
8. Alexander Newman

In Information Systems and Management

1. Michael T. Krush
2. Heather Round
3. Achinto Roy
4. Fernando Jaramillo
5. Sukanto Bhattacharya
6. Raj Agnihotri
7. Alexander Newman

In Organizational Behavior and Human Resource Management

1. Omar S. Itani
2. Raj Agnihotri
3. Michael T. Krush
4. Alexander Newman
5. Colin B. Gabler
6. Heather Round
7. Achinto Roy
8. Fernando Jaramillo

Citations in the corpus

• Perceived organizational support, employee creativity and proactive personality: The mediating effect of meaning of work (2018, background): “According to Jaramillo, Mulki, and Boles (2013), jobs that are interesting and creative, and offer opportunities for developing and learning are preferred to jobs that only offer the opportunity to earn money.”
• Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict (2017, methodology): “These demands require salespeople to add a whole new set of problem-solving and value-providing KSAs to their traditional portfolio (Jaramillo, Mulki, and Boles 2013).”
• Ethical Climates in Organizations: A Review and Research Agenda (2017, background): “…themselves, and include a global ethical climate six-item scale developed by Mayer, Kuenzi, and Greenbaum (2010), a four-item measure developed by Jaramillo, Mulki, and Boles (2013), a two-item measure developed by Stewart, Volpone, Avery, and McKay (2011), and a six-item scale developed by…”