Antecedents and Outcomes of Duty Orientation Among Salespeople

Authors

James DeConinck, Western Carolina University, North Carolina, U.S.Follow
Drew Carnes, Western Carolina University, North Carolina, U.S.Follow
Mary Beth DeConinck, Western Carolina University, North Carolina, U.S.Follow

Abstract

This study analyzed the relationship among ethical leadership, duty orientation, perceived organizational support (PSS), organizational citizenship behaviors (OCBs) and job performance among a sample of 45 sales managers and 203 salespeople. Duty orientation and perceived organizational support were found to mediate the relationship between ethical leadership and performance outcomes. Ethical leadership was a direct predictor of OCBs but not job performance. This study shows the importance of analyzing ethical leadership, duty orientation, and PSS and their relationship with OCBs and job performance in the salesforce.

Creative Commons License

This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License

Recommended Citation

DeConinck, James; Carnes, Drew; and DeConinck, Mary Beth (2021) "Antecedents and Outcomes of Duty Orientation Among Salespeople," American Business Review: Vol. 24: No. 2, Article 5.
DOI: https://doi.org/10.37625/abr.24.2.100-114
Available at: https://digitalcommons.newhaven.edu/americanbusinessreview/vol24/iss2/5

DOI

https://doi.org/10.37625/abr.24.2.100-114