...Charles H. Schwepker Jr; Megan C. Good Purpose This study aims to better understand how a sales organization’s caring ethical climate and supervisor’s bottom-line mentality ( BLM ) impact the salespeople’s turnover intention through unethical behavior and job stress. Specifically, it is proposed...

...-to-business (B2B) salespeople was conducted. The study’s hypotheses were tested using structural equation modeling. Findings Results suggest that PEC perceptions and empathy individually and together are beneficial in helping salespeople develop quality customer relationships. Job stress (JS) moderates...

...Charles H. Schwepker, Jr; Megan C. Good Purpose The purpose of this paper is to investigate the relationships between grit, unethical behavior and job stress among business-to-business salespeople. Design/methodology/approach The empirical analysis includes 240 business-to-business salespeople...

...Volkan Yeniaras; Ilker Kaya Purpose Drawing on the theoretical lens of the job demands-resources model, this study builds upon and tests a conceptual model that links customer prioritization, product complexity, business ties, job stress and customer service performance. Conceptualizing customer...

... known that job stress is major cause of salesperson job dissatisfaction and turnover. Salespeople require the resources to cope adequately with a multitude of job stressors, and the purpose of this study is to demonstrate that salesperson wellness promotes the ability of salespeople to use effective...

...., 2001), this paper develops and tests a model that examines the relationships among ethical leadership, customer orientation, commitment to providing superior customer value and job stress in the salesforce. Design/methodology/approach The sample includes 408 business-to-business salespeople...

... produces positive effects on employees’ job satisfaction only if such participation minimizes job stress and meets employees’ relational needs. Job stress and satisfaction were strong predictors for organizational commitment, but the proposed relationship between relational value and organizational...