Electronic Theses and Dissertations

Identifier

322

Date

2011

Date of Award

5-23-2011

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.

Comments

Data is provided by the student.

Library Comment

dissertation or thesis originally submitted to the local University of Memphis Electronic Theses & dissertation (ETD) Repository.

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