Healthy Skepticism Library item: 15505

Warning: This library includes all items relevant to health product marketing that we are aware of regardless of quality. Often we do not agree with all or part of the contents.

Publication type: Journal Article

Mulki JP, Jaramillo JF, Locander WB.
Critical Role of Leadership on Ethical Climate and Salesperson Behaviors
Journal of Business Ethics 2009; (86):125-141
http://www.springerlink.com/content/355705k570264364/

Abstract:

Leaders play a critical role in setting the
tone for ethical climate in organizations. In recent years,
there has been an increased skepticism about the role
played by corporate executives in developing and
implementing ethics in business practices. Sales and
marketing practices of businesses, particularly in the
pharmaceutical industry, have come under increased
scrutiny. This study identifies a type of leadership style
that can help firms develop an ethical climate. Responses
from 333 salespeople working for a North American
subsidiary of an international pharmaceutical company
were used to analyze the impact of instrumental leadership
on ethical climate. We also examined the effect of
ethical climate on effort, satisfaction with the supervisor,
and job satisfaction. Managerial implications are provided.

Keywords:
ethical climate, instrumental leadership, considerate leadership, salesperson