Date of Award
Doctor of Philosophy
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.
dissertation or thesis originally submitted to the local University of Memphis Electronic Theses & dissertation (ETD) Repository.
Cicala, John Edmond, "The Effect of Perceived Salesperson Transparency, as Enabled by Technology, on Unethical Salesperson Behavior" (2011). Electronic Theses and Dissertations. 245.