The Moderating Role of Ethical Climate on Salesperson Propensity to Leave

Abstract

Recruiting and retaining high-performing salespeople are two of the most difficult tasks facing sales managers today. Yet researchers have observed inconclusive results for many factors theorized to lead to turnover, raising the question of possible moderating factors. In this paper, we consider ethical climate and the potential for a moderating relationship for ethical climate on factors linked to turnover. Results of a study of 130 salespeople in various industries indicate that ethical climate moderates the influence of performance on intentions to leave, with higher-performing salespeople reporting greater intentions to leave in the lower ethical climate condition. Differences for other variables have implications for previously inconsistent results.

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