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Flow and Information Sharing as Predictors of Ethical Selling Behavior

Sridhar, Guda, Lyngdoh, Teidorlang (2017) Flow and Information Sharing as Predictors of Ethical Selling Behavior. Journal of Business Ethics, . pp. 1-17. ISSN 0167-4544. (doi:10.1007/s10551-017-3743-8) (The full text of this publication is not currently available from this repository. You may be able to access a copy if URLs are provided) (KAR id:75510)

The full text of this publication is not currently available from this repository. You may be able to access a copy if URLs are provided. (Contact us about this Publication)
Official URL
http://dx.doi.org/10.1007/s10551-017-3743-8

Abstract

Ethical selling has been found to have significant influence on sales performance and relational selling behaviors. However, sales ethics was mostly explored through a negative lens (i.e., what is wrong with salesperson) and we depart from this tradition by using a positive lens (i.e., if sales person is in flow, she would be more ethical). Using broaden-and-build theory, this paper examines the influence of flow on ethical selling. The mediating role of information sharing is also examined. Results from a study of 192 pharmaceutical salespeople in India suggest that flow influences ethical selling behavior via information sharing. The findings imply that flow can serve as a driver for information sharing and ethical decision making among salespeople. The study contributes to the sales ethics literature by extending the application of positive psychology to the sales domain for the first time.

Item Type: Article
DOI/Identification number: 10.1007/s10551-017-3743-8
Uncontrolled keywords: Flow Information sharing Ethical selling behaviors Broaden-and-build theory
Subjects: H Social Sciences
Divisions: Faculties > Social Sciences > Kent Business School > Marketing
Depositing User: Teidorlang Lyngdoh
Date Deposited: 23 Jul 2019 14:59 UTC
Last Modified: 24 Mar 2020 04:11 UTC
Resource URI: https://kar.kent.ac.uk/id/eprint/75510 (The current URI for this page, for reference purposes)
Lyngdoh, Teidorlang: https://orcid.org/0000-0003-2324-0894
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