Relationships between sales managers and sales ethical behaviour: emerging market perspective
by Kamel A. Fantazy; Alaa Aldin Abdul Rahim Al Athmay
International Journal of Business and Emerging Markets (IJBEM), Vol. 11, No. 1, 2019

Abstract: The paper examines the relationships between sales managers and sales ethical behaviour in the context of emerging market. We focus on a rapidly emerging country, UAE, whose economic environment is similar to that of the most western nations. Data were collected from 515 sales managers in the UAE. Using structural equation modelling (SEM) approach, the results provide support for the proposed hypotheses. In emerging countries context, organisations are more likely to employ behaviour base-management, communication and information sharing, and organisational culture for achieving the level of ethical behaviour. However, relatively less emphasis is placed on linking out-come base management and job insecurity to the level of ethical behaviour. UAE organisations need to integrate out-come-base management and job insecurity into their business ethic strategies. It is concluded that organisations in UAE though have some degree of involvement in staff ethical standards, but still face some challenges. Managerial implications and future research directions are discussed.

Online publication date: Wed, 23-Jan-2019

The full text of this article is only available to individual subscribers or to users at subscribing institutions.

 
Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.

Pay per view:
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.

Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Business and Emerging Markets (IJBEM):
Login with your Inderscience username and password:

Username:        Password:          Forgotten your password?

Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.

If you still need assistance, please email subs@inderscience.com