THE EFFECT OF ETHICAL CLIMATE ON SALESPERSON’S JOB ATTITUDES, AND JOB PERFORMANCE: AN APPLICATION IN PHARMACEUTICAL SECTOR

Abstract

The purpose of this study is to examine the effects of ethical climate on job attitudes and job performances of salespersons in firms which operate in pharmaceutical sector. The hypotheses proposed in the theoretical section of the paper are tested by using data collected from 206 salespersons in drug firms operating in the West Black Sea Region in Turkey. General findings of the research and suggestions for sales managers and for future studies are involved in the final section. As a result of the research, the findings that ethical climate has positive effects on organizational commitment, supervisee trust and job performance; that supervisee trust has positive effects on job satisfaction and organizational commitment; that organizational commitment has positive effects on job performance have been obtained. In addition to these, the findings that ethical climate has no effect on job satisfaction; that job satisfaction and supervisee trust have no effect on job performance either

Keywords

• Ethical Climate,Organizational Commitment,Trust In Supervisor,Job

Etik İklimin Satış Elemanlarının İş Tutumlarına ve İş Performanslarına Etkisi: İlaç Sektöründe Bir Uygulama

Öz

Bu makalenin amacı, ilaç sektöründe faaliyet gösteren firmalarda, etik iklimin; satış elemanlarının iş tutumlarına ve iş performanslarına etkisini incelemektir. Makalenin teorik bölümünde ortaya atılan hipotezler, Batı Karadeniz Bölgesinde faaliyet gösteren ilaç firmalarında görev alan 206 satış elemanından toplanan verilerle test edilmektedir. Son bölümde ise araştırmada elde edilen genel sonuçlar, satış yöneticileri ve gelecekte yapılacak çalışmalar için öneriler yer almaktadır. Araştırma sonucunda satış elemanlarından elde edilen verilerle, etik iklimin; örgütsel bağlılık, yöneticiye güven ve iş performansı üzerinde pozitif yönde etkilerinin olduğu, yöneticiye güvenin; iş tatmini ve örgütsel bağlılık üzerinde, örgütsel bağlılığın da iş performansı üzerinde yine pozitif etkilerinin olduğu bulgusu elde edilmiştir. Bunların yanı sıra etik iklimin iş tatmini üzerinde, iş tatmini ve yöneticiye güvenin de iş performansı üzerinde etkilerinin olmadığı bulgusu elde edilmiştir.

Anahtar Kelimeler

• Etik İklim,Örgütsel Bağlılık,Yöneticiye Güven,İş Tatmini ve İş Performansı

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