Harnessing the power within
The purpose of this research is to examine the notion of salesperson moral identity as a prosocial individual trait and its associated effects on customer and coworker relationships. In addition, this study examines the underlying processes in which these effects occur as well as the moderating role...
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| Format: | article |
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2021
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| Online Access: | http://hdl.handle.net/10725/12986 https://doi.org/10.1007/s10551-021-04794-4 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://link.springer.com/article/10.1007/s10551-021-04794-4 |
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| _version_ | 1864513476672618496 |
|---|---|
| author | Itani, Omar S. |
| author2 | Chaker, Nawar N. |
| author2_role | author |
| author_facet | Itani, Omar S. Chaker, Nawar N. |
| author_role | author |
| dc.creator.none.fl_str_mv | Itani, Omar S. Chaker, Nawar N. |
| dc.date.none.fl_str_mv | 2021-09-08T13:04:28Z 2021-09-08T13:04:28Z 2021 2021-09-08 |
| dc.identifier.none.fl_str_mv | 0167-4544 http://hdl.handle.net/10725/12986 https://doi.org/10.1007/s10551-021-04794-4 Itani, O. S., & Chaker, N. N. (2021). Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate. Journal of Business Ethics, 1-25. http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://link.springer.com/article/10.1007/s10551-021-04794-4 |
| dc.language.none.fl_str_mv | en |
| dc.relation.none.fl_str_mv | Journal of Business Ethics |
| dc.rights.*.fl_str_mv | info:eu-repo/semantics/openAccess |
| dc.title.none.fl_str_mv | Harnessing the power within the consequences of salesperson moral identity and the moderating role of internal competitive climate |
| dc.type.none.fl_str_mv | Article info:eu-repo/semantics/publishedVersion info:eu-repo/semantics/article |
| description | The purpose of this research is to examine the notion of salesperson moral identity as a prosocial individual trait and its associated effects on customer and coworker relationships. In addition, this study examines the underlying processes in which these effects occur as well as the moderating role of internal competitive climate. Our empirical investigation of business-to-business (B2B) sales professionals reveals that moral identity has both direct and indirect effects on a salesperson’s customer- and team-directed outcomes. Specifically, our results demonstrate that salesperson moral identity positively affects both salesperson-customer identification and organizational identification, which, in turn, impact customer service provision and teamwork. Our findings also indicate that internal competitive climate exacerbates the positive effects of salesperson moral identity on customer service provision and teamwork. |
| eu_rights_str_mv | openAccess |
| format | article |
| id | LAURepo_eea08fde0a1d8a85f0e6f27abc9d50f9 |
| identifier_str_mv | 0167-4544 Itani, O. S., & Chaker, N. N. (2021). Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate. Journal of Business Ethics, 1-25. |
| language_invalid_str_mv | en |
| network_acronym_str | LAURepo |
| network_name_str | Lebanese American University repository |
| oai_identifier_str | oai:laur.lau.edu.lb:10725/12986 |
| publishDate | 2021 |
| repository.mail.fl_str_mv | |
| repository.name.fl_str_mv | |
| repository_id_str | |
| spelling | Harnessing the power withinthe consequences of salesperson moral identity and the moderating role of internal competitive climateItani, Omar S.Chaker, Nawar N.The purpose of this research is to examine the notion of salesperson moral identity as a prosocial individual trait and its associated effects on customer and coworker relationships. In addition, this study examines the underlying processes in which these effects occur as well as the moderating role of internal competitive climate. Our empirical investigation of business-to-business (B2B) sales professionals reveals that moral identity has both direct and indirect effects on a salesperson’s customer- and team-directed outcomes. Specifically, our results demonstrate that salesperson moral identity positively affects both salesperson-customer identification and organizational identification, which, in turn, impact customer service provision and teamwork. Our findings also indicate that internal competitive climate exacerbates the positive effects of salesperson moral identity on customer service provision and teamwork.Published2021-09-08T13:04:28Z2021-09-08T13:04:28Z20212021-09-08Articleinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/article0167-4544http://hdl.handle.net/10725/12986https://doi.org/10.1007/s10551-021-04794-4Itani, O. S., & Chaker, N. N. (2021). Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate. Journal of Business Ethics, 1-25.http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.phphttps://link.springer.com/article/10.1007/s10551-021-04794-4enJournal of Business Ethicsinfo:eu-repo/semantics/openAccessoai:laur.lau.edu.lb:10725/129862021-09-08T13:16:03Z |
| spellingShingle | Harnessing the power within Itani, Omar S. |
| status_str | publishedVersion |
| title | Harnessing the power within |
| title_full | Harnessing the power within |
| title_fullStr | Harnessing the power within |
| title_full_unstemmed | Harnessing the power within |
| title_short | Harnessing the power within |
| title_sort | Harnessing the power within |
| url | http://hdl.handle.net/10725/12986 https://doi.org/10.1007/s10551-021-04794-4 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://link.springer.com/article/10.1007/s10551-021-04794-4 |