Ethical Judgments by Salespeople and the Impact on between Salespersons and Sales Managers in the Modern Sales Environment

Abstract

Trust is a core requirement in any successful relationship between salespeople and their supervisors. Trust in a supervisor has found as an antecedent of job satisfaction and turnover intention. It enables cooperative behavior, reduces conflict, and trust in a supervisor is positively related to perceptions of fairness. When salespersons have trust in a supervisor, it has been found to be a mediating factor in the impact of an ethical climate on salespersons attitudes. In times of change, salespeople with a greater trust in the sales manager are generally more accepting of anticipated changes.