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

Year 2011, Volume: 7 Issue: 14, 109 - 128, 01.12.2011

Selim Said Eren Özgür Hayatoğlu

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

Abstract

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.

Keywords

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

References

• Agarwal, James ve D. C. Malloy (1999), “Ethical Work Climate Dimensions in A Not- For-Profit Organization: An Empirical Study,” Journal of Business Ethics, Vol: 20, 1- 14.
• Akal, Zuhal (1992), İşletmelerde Performans Ölçüm ve Denetimi, MPM Yayınları, Ankara.
• Akıncı, Zeki (2002), “Turizm Sektöründe İşgören İş Tatminini Etkileyen Faktörler: Beş Yıldızlı Konaklama İşletmelerinde Bir Uygulama”, Akdeniz Üniversitesi İ.İ.B.F. Dergisi, Vol: 4, 1- 25.
• Atuahene Gima, Kwaku ve Haiyang Li (2002) “When Does Trust Matter? Antecedents and Contingent Effects of Supervisee Trust on Performance in Selling New Products in China and The United States,”, Journal of Marketing, 66, 61- 81. Aktaran Eren, S. Selim (2007), “Satış Yönetimi Kontrol Sistemlerinin Satış Elemanı Özellikleri ve Davranış Performansına Etkisi Üzerine Bir Saha Araştırması”, Doktora Tezi, Gebze Yüksek Teknoloji Enstitüsü Sosyal Bilimler Enstitüsü, Kocaeli.
• Barnett, T. ve E. Schubert (2002), “Perceptions of The Ethical Work Climate and Covenanta Relationships,” Journal of Business Ethics, Vol: 36, 279- 290.
• Barutçugil, İsmet (2002), Performans Yönetimi, Kariyer Yayıncılık, İstanbul.
• Börü, Deniz ve Begüm Güneşer (2005), “Liderlik Tarzının Çalışanın İş Tatmini İle İlişkisi ve Lidere Olan Güvenin Bu İlişkideki Rolü”, Marmara Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi, Vol: 23, No: 1, 135- 156.
• Brooke, J. R., P. P., Russell, D. W. ve Price, J. L. (1988), Discriminant Validation of Measures of Job Measures, Job Involvement and Organizational Commitment, Journal of Applied Psychology, Vol: 73, 139- 145.
• Chiu, Shan - Kou (2004), “The Linkage of Job Performance To Goal Setting, Work Motivation, Team Building, and Organizational Commitment in The High- Tech Industry in Taiwan”, Yayınlanmamış Doktora Tezi, H . Wayne Huizenga School of Business and Entrepreneurship Nova Southeastern University.
• Chonko, Lawrence B., Shelby D. Hunt (2000), “Ethics and Marketing Management: A Retrospective and Prospective Commentary”, Journal of Business Research, Vol: 50, 235- 244.
• Churchill, Gilbert A, Neil M. Ford ve Orville C. Walker (1974), “Measuring The Job Satisfaction of Industrial Salesmen”, Journal of Marketing Research, August, Vol: 11, 254- 260.
• Comer, James M, Karen A. Machleit ve Rosemary R. Lagace (1989), “Psychometric Assessment of A Reduced Version of Indsales”, Journal of Business Research, Vol: 18, 291- 302.
• Cullen, J. B., Victor, B. ve Stephens, C. (1989), “An Ethical Weather Report: Assessing The Organization‟s Ethical Climate”, Organizational Dynamics, Vol: 18, No: 2, 50- 62.
• Cullen, J. B., K. P. Parboteeah ve B. Victor (2003), “The Effects of Ethical Climates on Organizational Commitment: A Two- Study Analysis”, Journal of Business Ethics, Vol: 46, 127- 141.
• Çakar, N. D. (2005), “Adalet ve Etik Algılarının Kuruma Güven ve Bağlılık Üzerindeki Etkisi: Vakıf ve Devlet Üniversitelerinin Karşılaştırılması”, 13. Ulusal Yönetim ve Organizasyon Kongresi, Marmara Üniversitesi, İstanbul, 105- 108.
• Deshpande, S. P. (1996), “Ethical Climate and The Link Between Success and Ethical Behavior: An Empirical Investigation of A Non- Profit Organization”, Journal of Business Ethics, Vol: 15, 315- 320.
• Dönertaş, F., Can (2008), “Etik İklimin Kuruma Güven Üzerindeki Etkisi”, Yüksek Lisans Tezi, Marmara Üniversitesi Sosyal Bilimler Enstitüsü, İstanbul.
• Elçi, Mehmet Emin (2005), “Etik İklimin, İş Tatmini, Örgütsel Bağlılık ve İşten Ayrılma Niyeti İle Olan İlişkisi” Gebze Yüksek Teknoloji Enstitüsü SBE, Yüksek Lisans Tezi, Kocaeli.
• Erdem, Ferda (2003), Örgütsel Yaşamda Güven, Vadi Yayınları, Ankara.
• Erdoğan, İlhan (1991), İşletmelerde Davranış, İstanbul Üniversitesi İşletme Fakültesi Yayını, İstanbul.
• Ersen, Haldun (1997), Toplam Kalite ve İnsan Kaynakları Yönetim İlişkisi, İstanbul.
• Ertan, Hayrettin (2008), “Örgütsel Bağlılık, İş Motivasyonu ve İş Performansı Arasındaki İlişki: Antalya‟da Beş Yıldızlı Otel İşletmelerinde Bir İnceleme”, Doktora Tezi, Kocatepe Üniversitesi Sosyal Bilimler Enstitüsü, Afyonkarahisar.
• Glisson, C. M. ve M. Durick (1988), “Predictors of Job Satisfaction and Organizational Commitment in Human Service Organizations”, Adminisrative Science Quarterly, Vol: 33, 61- 81.
• Gökırmak, Mert (2003), Küresel Kriz ve Politikada Güven, Vadi Yayınları, Ankara.
• Hrebiniak, L. G. ve J. A. Alutto (1972), “Personel and Role Related Factors in The Development of Organizational Commitment”, Administrative Science Quartely, Vol: 17, No: 4, 555- 573.
• Hurley, P. ve J. Siebers (2007), “Companies Without Trust Will Fail To Thrive”, Strategic Comminication Management, Vol: 11, 4- 7.
• Jaramillo, F., J. P. Mulki ve P. Solomon (2006), “The Role of Ethical Climate on Salesperson‟s Role Stress, Job Attitudes, Turnover Intention, and Job Performance”, Journal of Personel Selling & Sales Management, Vol: 26, No: 3, 271- 282.
• Joseph, J. ve Desphande, S. P. (1997), “The Impact of Ethical Climate on Job Satisfaction of Nurses”, Health Care Management Review, Vol: 22, 76- 81.
• Kahn, L. Robert (1973), “The Work Module: A Tonic for Lunchpail Lassitude”, Pyschology Today, Vol: 6, February, 35- 40.
• Kamer, M. (2001), “Örgütsel Güven, Örgütsel Bağlılık ve Örgütsel Vatandaşlık Davranışlarına Etkileri”, Yüksek Lisans Tezi, Marmara Üniversitesi SBE, İstanbul.
• Koh, H. C. ve Boo, E. H. Y. (2001), “The Link Between Organizational Ethics and Job Satisfaction: A Study of Managers in Singapure”, Journal of Business Ethics, Vol: 29, 309- 324.
• Le Bon, Joel ve Merunka, Dwight (2006), “The Impact of Individal and Managerial Factors on Salespeople‟s Contribution To Marketing Intelligence Activities”, International Journal of Research in Marketing, Vol: 23, 395- 408.
• Locke, E. A. (1969), “What is Job Satisfaction”, Organizational Behavior and Human Performance, Vol: 4, 309- 336.
• Martin, K. D. ve Cullen, J. B. (2006), “Continuities and Extensions of Ethical Climate Theory: A Meta- Analytic Review”, Journal of Business Ethics, Vol: 69, 175- 194.
• McAllister, D. (1995), “Affect and Cognition Based Trust As Foundations For Interpersonal Cooperation in Organizations”, Academy of Management Journal, Vol: 38, No: 1, 24- 59.
• Mishra, J. ve M. A. Morrissey (1990), “Trust in Employee / Employer Relationships: A Survey of West Michigan Managers”, Public Personnel Management, Vol: 19, No: 4, 443- 485.
• Morrow, P. C. (1983), “Concept Redundancy in Organizational Research: The Case of Work Commitment”, Academy of Management Review, 8, 486- 500.
• Mowday, R. T, Steers, R. M., Porter L. W. (1979), “The Measurement of Organizational Commitment”, Journal of Vocational Behavior, Vol: 14, 224- 227.
• Mulki, J. P., F. Jaramillo ve W. B. Locander (2006), “Effects of Ethical Climate and Supervisory Trust on Salesperson‟s Job Attitudes and Intentions To Quit”, The Journal of Personal Selling & Sales Management, Vol: 26, No: 1, 19- 26.
• Neves, P. ve A. Caetano (2006), “Social Exchange Processes in Organizational Change: The Role of Trust and Control”, Journal of Change Management, Vol: 6, No: 4, 351- 364.
• O‟Reilly, C. ve Chatman, J. (1986), “Organizational Commitment and Psychologial Attachment: The Effects of Compliance, Identification and Internalisation on Prosocial Behavior”, Journal of Applied Psychology, Vol: 71, No: 3, 492- 499.
• Öncer, Mustafa (2000), İşyeri Ortamında Çalışanların Performanslarını Etkileyen Fiziksel Çevre Koşulları, Verimlilik Dergisi, MPM Yayınları, Ankara.
• Perry, R. W. ve L. D. Mankin (2007), “Organizational Trust, Trust in The Chief Executive and Work Satiisfaction”, Public Personnal Management, Vol: 36, No: 2, 165- 179.
• Porter, Lyman, W., Richard, M. Steers, Richard T. Mowday ve Paul V. Boulian (1974), “Organizational Commitment, Job Satisfaction and Turnover Among Psychiatric Technicians”, Journal of Applied Psychology, Vol: 59 (October), 603- 609.
• Powell, D. M. ve J. P. Meyer (2004), “Side-Bet Theory and The Three-Component Model of Organizational Commitment”, Journal of Vocational Behavior, Vol: 65, 157- 177.
• Renzl, B. (2007), “Trust In Management and Knowledge Sharing: The Mediating Effects of Fear and Knowledge Documentation”, The International Journal of Management Science, Vol: 36, 206- 220.
• Rich, Gregory A. (1997), “The Sales Manager As A Role Model: Effects on Trust, Job Satisfaction, and Performance of Salespeople”, Journal of The Academy of Marketing Science, Vol: 25 (4), 319- 328.
• Rusbelt, C. A., Farrell, D., Rogers ve Mainous (1988), “Impact of Exchange Variables on Exit, Voice, Loyalty and Neglect: An Integrative Model of Responses To Decline Job Satisfaction”, Academy of Management Journal, Vol: 31, No: 3, 599- 627.
• Schwepker, C. H. (2001), “Ethical Climate‟s Relationship To Job Satisfaction, Organizational Commitment, and Turnover Intentions in The Salesforce”, Journal of Business Research, Vol: 54, 39- 52.
• Sims, R. L. ve Kroeck, G. K. (1994), “The Influence of Ethical Fit on Employee Satisfaction, Commitment and Turnover”, Journal of Business Ethics, Vol: 13, 939- 947.
• Smith, P. C. ve Goddard, M. (2002), “Performance Management and Operational Research: A Marriage Made in Heaven”, The Journal of The Operational Research Society, Vol: 53, No: 3, 247- 255.
• Sujan, Harish, Barton A. Weitz ve Nirmalya Kumar (1994), “Learning Orientation, Working Smart, and Effective Selling”, Journal of Marketing, Vol: 58, July, 39- 52.
• Şimşek, Şerif, Tahir Akgemci ve Adnan Çelik (2003), Davranış Bilimlerine Giriş ve Örgütlerde Davranış, Nobel Yayıncılık, Ankara.
• Tan, H. H. ve C. S. F. Tan (2000), “Toward The Differentiation of Trust in Supervisor and Trust in Organization”, Generic, Social and General Psychology Monoghraph, Vol: 126, No: 2, 241- 260.
• Trawick, I, Frederick ve John E. Swan (1991), “Influence of Buyer Ethics and Salesperson Behavior on Intention to Choose A Supplier”, Journal of The Academy of Markerting Science, Vol: 19, No: 1, 17- 23.
• Valentine, S., Greller, M. M. ve Richtermeyer, S. B. (2006), “Employee Job Response As A Function of Ethical Context and Perceived Organization Support”, Journal of Business Research, Vol: 59, 582- 588.
• Victor, B. ve J. B. Cullen (1988), “The Organizational Bases of Ethical Work Climate”, Administrative Science Quarterly, Vol: 33, No: 1, 101- 125.
• Vitell S. J. ve Davis D. L. (1990), “Ethical Beliefs of MIS Professionals: The Frequency and Opportunity For Unethical Behavior”, Journal of Business Ethics, Vol: 9, 63- 70.
• Weeks, William A., Terry W. Loe, Lawrence B. Chonko ve Kirk Wakefield (2004), “The Effect of Perceived Ethical Climate on The Search For Sales Force Excellence”, Journal of Personal Selling & Sales Management, Vol: 24, Summer, 199- 214.
• Whitener, E. M., S. E Brodt, M. A. Korsgaard ve J. M. Werner (1998), “Managers As Initiators of Trust: An Exchange Relationship Framework For Understanding Managerial Trustworthy Behavior”, The Academy of Management Review, Vol: 23, No: 3, 513- 530.
• Wimbush, J. C., Shepard, J. M. ve Markham S. E. (1997), “An Empirical Examination of The Relationship Between Ethical Climate and Ethical Behavior From Multiple Levels of Analysis”, Journal of Business Ethics, Vol: 16, 1705- 1716.
• Wu, F. ve Cavuşgil, T. (2006), “Organizational Learning, Commitment, and Joint Value Creation in Interfirm Relationships”, Journal of Business Research, Vol: 59, No: 1, 81-89.
• Zaheer, A., McEvily, B. ve Perrone, V. (1998), “Does Trust Matter? Exploring The Effect of International and Interpersonal Trust on Performance”, Organizational Science, Vol: 9, 141- 159.