Assessing the Relationship between Sales Quotas and Moral Judgement of Insurance Salespersons: The Moderating Effects of Personal Moral Values, Quota Failure Consequences, and Corporate Ethical Climate

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dc.contributor.authorOjikutu, R. K.
dc.contributor.authorObalola, M. A.
dc.contributor.authorOmoteso, K.
dc.date.accessioned2017-10-11T16:06:10Z
dc.date.available2017-10-11T16:06:10Z
dc.date.issued2013
dc.descriptionStaff Publicationen_US
dc.description.abstractThere is an increasing call for managers in the Nigerian insurance industry to espouse higher level of ethical behaviour to earn the trust of customers, regulatory agencies, and other stakeholders. Arguably, this will enhance market penetration, increase patronage and higher level of profit. Theoretically however, ethical behaviour can be institutionalized in organizations if the top management support ethical behaviour through punishment and reward (high ethical climate). Other than corporate ethical values, managers’ beliefs about the rightness and wrongness of an action in a particular situation could also be a function of his/her personal moral philosophy. With respect to financial services, one aspect of marketing which have been empirically shown to have influence ethical judgement and behaviours of managers is sales quotas. When salespersons are assigned higher sales quotas, which are perceived as difficult, the tendency to engage in unethical behaviour to achieve this target becomes higher. In this study, we assess and extend the theoretical relationship between moral judgement of salespersons and perceived quota difficulty in the insurance industry. The study also explores the moderating effects of salesperson’s ethical values (idealism and relativism), corporate ethical climate, and quota failure consequences on the proposed relationship. With a structured questionnaire, data was collected from respondents in the target industry through a multi-stage sampling strategy. Exploratory factor analysis was performed to assess the factorial structure of the measures used in the study, their reliability and validity. Using correlation and regression analysis, the results were presented and discussed with managerial implications for the Nigerian insurance industry.en_US
dc.identifier.citationOjikutu, R. K., Obalola, M. A. and Omoteso, K. (2013), Assessing the Relationship between Sales Quotas and Moral Judgement of Insurance Salespersons: The Moderating Effects of Personal Moral Values, Quota Failure Consequences, and Corporate Ethical Climate. Journal of Emerging Trends in Economics and Management Sciences (JETEMS) 4(2) p.274-288en_US
dc.identifier.issn2141-7024
dc.identifier.issnhttps://www.researchgate.net/.../256436732_Assessing_the_Relationship_between_Sales...
dc.identifier.urihttps://www.dora.dmu.ac.uk/bitstream/.../Assessing%20the%20Relationship.pdf?...
dc.identifier.urihttp://ir.unilag.edu.ng:8080/xmlui/handle/123456789/2133
dc.language.isoenen_US
dc.publisherScholarlink Research Institute Journalsen_US
dc.relation.ispartofseriesStaff Publication;
dc.subjectSales quotaen_US
dc.subjectMoral judgement,en_US
dc.subjectSelf-efficacyen_US
dc.subjectCorporate ethical climateen_US
dc.subjectIdealismen_US
dc.subjectRelativismen_US
dc.titleAssessing the Relationship between Sales Quotas and Moral Judgement of Insurance Salespersons: The Moderating Effects of Personal Moral Values, Quota Failure Consequences, and Corporate Ethical Climateen_US
dc.title.alternativeThe Moderating Effects of Personal Moral Values, Quota Failure Consequences, and Corporate Ethical Climateen_US
dc.typeArticleen_US
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