The Enemy within: Examining Salesperson Deviance and its Determinants

Journal of Personal Selling and Sales Management, Vol. 26, No. 4, pp. 277-291, 2006

19 Pages Posted: 6 Apr 2010

See all articles by Ronald Jelinek

Ronald Jelinek

Providence College

Michael Ahearne

University of Houston - C.T. Bauer College of Business

Date Written: 2006

Abstract

Until now, sales researchers have not done any empirical work in the area of deviant workplace behavior. This is surprising, given that recent survey data suggest deviant salesperson behavior is running rampant out in the field: 60 percent of sales managers have caught their reps cheating on expense reports, 47 percent suspect their reps have lied on sales calls, and 36 percent believe salesperson behavior has gotten worse in recent years. In an effort to understand workplace deviance in a professional selling context, this paper empirically examines the effect of various organizational/management factors on three types of deviance - organizational, interpersonal, and frontline. Using survey data collected from 160 business-to-business salespeople from multiple companies and multiple industries, we demonstrate that bureaucracy, future orientation, two forms of organizational justice, management role modeling, and intrafirm competition impact the various forms of salesperson deviance as well as citizenship and salesperson service behavior. The research concludes with a consideration of managerial implications and areas for future research.

Keywords: Salesperson, Deviance, Ethics

JEL Classification: M30

Suggested Citation

Jelinek, Ronald and Ahearne, Michael, The Enemy within: Examining Salesperson Deviance and its Determinants (2006). Journal of Personal Selling and Sales Management, Vol. 26, No. 4, pp. 277-291, 2006, Available at SSRN: https://ssrn.com/abstract=1584734

Ronald Jelinek

Providence College ( email )

United States

Michael Ahearne (Contact Author)

University of Houston - C.T. Bauer College of Business ( email )

334 Melcher Hall
Houston, TX 77204-6021
United States
713-743-4155 (Phone)
713-743-4572 (Fax)

HOME PAGE: http://www.bauer.uh.edu/Directory/profile.asp?firstname=Michael&lastname=Ahearne

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