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Journal of Marketing Theory and Practice Volume 25, 2017 - Issue 1
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Original Articles

Incorporating a Counterproductive Work Behavior Perspective into the Salesperson Deviance Literature: Intentionally Harmful Acts and Motivations for Sales Deviance

Bryan W. HochsteinAssistant Professor of Marketing, Culverhouse College of Commerce & Business Administration, University of Alabama, Tuscaloosa, AL, USA, [email protected]
,
Bryan LillyProfessor of Marketing, College of Business, University of Wisconsin Oshkosh, Oshkosh, WI, USA, [email protected]
&
Sarah M. StanleyAssistant Professor of Marketing, Department of Business and Information Technology, University of Missouri Science & Technology, Rolla, MO, USA, [email protected]
Pages 86-103 | Published online: 06 Dec 2016

Citations (14)

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Read on this site (2)

Yi Zhang & Jingyi Zhao. (2023) Research on Mechanisms of Customer-Oriented Deviance on Brand Trust: The Mediating Roles of Perceived Benefit / Uncertainty and the Moderating Role of Customer Involvement. Psychology Research and Behavior Management 16, pages 1063-1077.
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Charles H. Schwepker$suffix/text()$suffix/text() & Megan C. Good. (2021) Influence of salesperson political skill: improving relationship building and reducing customer-directed deviance. Journal of Personal Selling & Sales Management 41:3, pages 200-217.
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Articles from other publishers (12)

Amitabh Anand, Melanie Bowen & Deva Rangarajan. (2022) To be or not to be: a review of the (un)ethical salespeople literature. Journal of Business & Industrial Marketing 38:9, pages 1837-1851.
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Sebastian Forkmann, Jonathan Webb, Stephan C. Henneberg & Lisa K. Scheer. (2022) Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships. Journal of the Academy of Marketing Science 50:5, pages 889-914.
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Megan C. Good & Charles H. SchwepkerJr.Jr.. (2022) Business-to-business salespeople and political skill: Relationship building, deviance, and performance. Journal of Business Research 139, pages 32-43.
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Teidorlang Lyngdoh, Ellis Chefor, Bryan Hochstein, Benjamin P. Britton & Douglas Amyx. (2021) A systematic literature review of negative psychological states and behaviors in sales. Journal of Business Research 122, pages 518-533.
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Pengbo LI, Ying ZHOU, Zhen WANG & Yuqing SUN. (2022) Present Buddha with borrowed flowers: Customer-oriented deviant behaviors. Advances in Psychological Science 28:12, pages 2150-2159.
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Yongmei Liu, Bryan Hochstein, Willy Bolander, Kevin Bradford & Barton A. Weitz. (2020) Internal selling: Antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance. Journal of Business Research 117, pages 176-188.
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Olalekan K. Seriki, Pravin Nath, Charles A. Ingene & Kenneth R. Evans. (2020) How complexity impacts salesperson counterproductive behavior: The mediating role of moral disengagement. Journal of Business Research 107, pages 324-335.
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Metin REYHANOĞLU & Özden AKIN. (2020) The Effect of Workplace Conditions On Employee Job Performance. Ege Akademik Bakis (Ege Academic Review) 20:1, pages 57-74.
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Sang Bong Lee & Taewon Suh. (2020) Internal audience strikes back from the outside: emotionally exhausted employees’ negative word-of-mouth as the active brand-oriented deviance. Journal of Product & Brand Management 29:7, pages 863-876.
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Yonggui Wang, Daniel Peter Hampson & Myat Su Han. (2020) Relationship closeness paradox: contingency analysis in B2B sales. Journal of Business & Industrial Marketing 35:6, pages 971-982.
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Tom Brashear-Alejandro, Hiram Barksdale, Danny Norton Bellenger, James S. Boles & Channelle James. (2019) Mentoring characteristics and functions: mentoring’s influence on salespeople. Journal of Business & Industrial Marketing 34:2, pages 303-316.
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Gözde Nur Şahin-Kazazoğlu, Ayşe Bengi Özçelik & Şebnem Burnaz. 2019. Ethics, Social Responsibility and Sustainability in Marketing. Ethics, Social Responsibility and Sustainability in Marketing 19 43 .

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