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.
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DeConinck, James; Carnes, Drew; and DeConinck, Mary Beth
"Antecedents and Outcomes of Duty Orientation Among Salespeople,"
American Business Review: Vol. 24
, Article 5.
Available at: https://digitalcommons.newhaven.edu/americanbusinessreview/vol24/iss2/5