Predicting Bangladeshi financial salespeople ' s ethical intentions and behaviour using the theory of planned behaviour

Ahmed Shahriar Ferdous · Michael Jay Polonsky

33 citations0/0 files storedAsia Pacific Journal of Marketing and Logistics

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Ethics in Business and Education Financial Literacy and Behavior Behavioral Health and Interventions

Abstract

Purpose – The purpose of this paper is to examine whether the theory of planned behavior (TPB) can be used to explain financial salespeople ' s ethical selling intentions and behaviour in developing countries. Understanding salespeople ' s ethical intentions and behaviour is important as consumers in developing countries are more at risk of ethical abuse arising from higher information asymmetry, their lower levels of financial literacy and less effective services regulation relating to ethical sales practices. Developing countries also have fewer governmental social support mechanisms, making the purchase of insurance more important for protecting consumers ' financial well-being. Design/methodology/approach – The paper examines 205 Bangladeshi financial salespeople ' s ethical selling intentions and behaviour using the TPB. Structural equation modeling is used to analyze the constructs and overall model. Findings – The findings identify that attitudes, subjective norms and perceived behaviour control (PBC) affect ethical selling intentions which, in turn, predict salespeople ' s ethical sales behaviour. However, PBC does not directly relate to ethical sales behaviour. Research limitations/implications – Understanding of the determinants of financial salespeople ' s ethical selling intentions and behaviour is important for firms in developing countries and identifies that they need to develop effective management systems and foster organisational cultures that engender ethical behaviour. This is important in developing countries where ethical abuses and lapses will result in harm to consumers who have limited financial resources. Originality/value – The results identify that the TPB applies to the selling of financial services in developing countries and, thus, broadens the applications and contexts of the TPB model. It also provides some managerial guidance as to how potential ethical breaches might be limited.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 33 citations exist upstream.

References

1991The theory of planned behavior 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.1992A power primer.1988On the Evaluation of Structural Equation Models 1980Understanding Attitudes and Predicting Social Behavior 1986Self-Reports in Organizational Research: Problems and Prospects 1996Power analysis and determination of sample size for covariance structure modeling.2001Efficacy of the Theory of Planned Behaviour: A meta‐analytic review

Cited by

2018Extending the Theory of Planned Behaviour: Impact of Past Behavioural Biases on the Investment Decision of Indian Investors 2014The impact of frontline employees' perceptions of internal marketing on employee outcomes 2019Relation between Chinese consumers’ ethical perceptions and purchase intentions 2016Customer and advisor financial decisions: the Theory of Planned Behavior perspective 2021Islamic religiosity and ethical intentions of Islamic bank managers: rethinking theory of planned behaviour

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.