Abstract:

The main objective of this paper was to investigate how salespeople’s perception of organizational ethical climate, role conflict, and role ambiguity affect their job attitudes and behaviors. Previous research showed that ethical climate leads to higher job satisfaction and organizational commitment. This study specifically examined how salespersons’ job performance mediates the effect of ethical climate on job satisfaction as well as how role ambiguity mediates the effect of ethical climate on job satisfaction. Six hypotheses have been tested using structural equation modeling. It was found that the ethical climate plays an important role in the sales-oriented organization and it is one of the important predictors of numerous organizational outcomes. This empirical study also showed the urgent need to lessen the role conflict and role ambiguity which help salespeople to perform their job more efficiently and effectively. The findings of this study finally showed that salespeople’s perceptions of ethical climate are directly related to their job satisfaction and job performance.

Keywords: