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Fostering creative selling through ethics. An emotion‐based approach

机译：通过道德促进创意销售。基于情感的方法

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摘要

Abstract Research on salesperson creativity remains as one of the most under‐researched topics in the sales literature despite the evidence that encouraging creativity in the sales domain is a source of competitive advantage. This paper aims to fill this research gap by exploring the influence of perceived ethical climate on salesperson creative performance, paying special attention to the role that emotions play in this process. Data provided by 176 supervisor–salesperson dyads confirm that the trust/responsibility dimension of an ethical climate is positively related to salesperson creative selling by increasing salespeople's organizational pride. Similarly, the perception of unethical selling practices negatively affects salesperson organizational pride, reducing the expression of creative behaviors. Moreover, the negative effect of unethical selling practices on creative performance is stronger (more negative) when salespeople's identification with an organization increases. Managerial implications and future research directions are also addressed.
机译：摘要研究销售人员的创造力仍然是其中最下的研究尽管主题销售文学证据表明,鼓励创造力的销售域是一个竞争优势的来源。本文旨在填补这一研究空白,探索感知到的伦理气候的影响销售人员创造性的表现,特别注意情绪在这扮演的角色的过程。supervisor-salesperson二的确认信任/责任伦理的维度气候是正相关的销售人员创造性的提高销售人员的销售组织的骄傲。不道德的销售实践的负面影响销售人员组织的自豪感,减少表达创造性的行为。不道德的销售实践的负面影响创造性的表现更强(负面)当销售人员的认同组织增加。和未来的研究方向也解决。

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