Effects of Ethical Climate and Supervisory Trust on Salesperson’S Job Attitudes and Intentions to Quit

Abstract

This study builds on previous research to investigate the integrated effects of ethical climate and supervisory trust on salesperson’s job attitudes and intentions to quit. Responses from 344 salespeople who work for a global pharmaceutical company were used to examine the relationships among ethical climate, trust in supervisor, job satisfaction, organizational commitment, and turnover intention. Results indicate that ethical climate is a significant predictor of trust in supervisor, job satisfaction, and organizational commitment. Also, results show that trust in supervisor is an antecedent of job satisfaction and turnover intention. Implications for academicians and practitioners are discussed.

Additional information

Notes on contributors

Jay Prakash Mulki

Jay Prakash Mulki (Ph.D., University of South Florida) Assistant Professor, Department of Marketing, College of Business Administration, Northeastern University, Boston, [email protected].

Fernando Jaramillo

Fernando Jaramillo (Ph.D., University of South Florida), Assistant Professor, Department of Marketing, University of Texas at Arlington, [email protected].

William B. Locander

William B. Locander (Ph.D., University of Illinois, Urbana–Champaign), Jacksonville University, Davis Center for Business Leadership, Jacksonville, [email protected].