Electronic Theses and Dissertations
Identifier
322
Date
2011
Document Type
Dissertation
Degree Name
Doctor of Philosophy
Major
Business Administration
Concentration
Marketing
Committee Chair
Alan Bush
Committee Member
George Deitz
Committee Member
Coy Jones
Committee Member
Dan Sherrell
Abstract
Recent technological developments have enabled sales managers to increase the behavioral transparency of their sales force. This study focuses on the impact that salesperson perceptions of their own transparency has on the ethicality of their behavior. Perceived transparency is broken down into two dimensions: access to and use of information by management. Empirical support is shown that perceived use of information has a mediating effect on the relationship between perceived managerial access to information and the likelihood of unethical salesperson behavior. Further, bothsubjective salesperson job performance and salesperson control beliefs are shown to have moderating effects on the interaction between use of information and likelihood of unethical salesperson behavior.
Library Comment
Dissertation or thesis originally submitted to the local University of Memphis Electronic Theses & dissertation (ETD) Repository.
Recommended Citation
Cicala, John Edmond, "The Effect of Perceived Salesperson Transparency, as Enabled by Technology, on Unethical Salesperson Behavior" (2011). Electronic Theses and Dissertations. 245.
https://digitalcommons.memphis.edu/etd/245
Comments
Data is provided by the student.