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Main Library
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West Ashley Library
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Phone: (843) 766-6635
Folly Beach Library
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Phone: (843) 588-2001
John L. Dart Library
9 a.m. - 6 p.m.
Phone: (843) 722-7550
St. Paul's/Hollywood Library
9 a.m. - 5 p.m.
Phone: (843) 889-3300
Mt. Pleasant Library
9 a.m. – 6 p.m.
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Dorchester Road Library
9 a.m. - 6 p.m.
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Edgar Allan Poe/Sullivan's Island Library
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Wando Mount Pleasant Library
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Otranto Road Library
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9 a.m. - 6 p.m.
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Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's manager.
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- Author(s): Agnihotri, Raj; Krush, Michael T.
- Source:
Journal of Personal Selling & Sales Management; Summer2015, Vol. 35 Issue 2, p164-174, 11p, 1 Diagram, 4 Charts, 1 Graph- Subject Terms:
- Source:
- Additional Information
- Abstract: Within the domain of sales ethics, researchers are increasingly challenged to adopt a focus on the emotional elements of sales and ethics. However, previous research has primarily examined the more rational, deterministic element of sales, and ethics-based relationships. The current research addresses this issue. We develop a model based on the person–situation interaction viewpoint of ethics. Specifically, we explore the effects of a key social emotion, empathy, as well as an important situational aspect, trust in one's sales manager, on ethical behaviors. Further, we examine the moderating role of the salesperson's trust in his/her manager on the link between empathy and ethical behaviors. In addition, we examine the impact of the salesperson's ethical behaviors on his/her performance. Using dyadic data collected from salespeople and their respective managers, we test the model through SEM analysis. Results support the direct effects of empathy on ethical behaviors and also highlight the interactive effects of trust and empathy on ethical behaviors. [ABSTRACT FROM PUBLISHER]
- Abstract: Copyright of Journal of Personal Selling & Sales Management is the property of Taylor & Francis Ltd and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
- Abstract:
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