Title: Relationships between sales managers and sales ethical behaviour: emerging market perspective

Authors: Kamel A. Fantazy; Alaa Aldin Abdul Rahim Al Athmay

Addresses: Department of Business and Administration, Faculty of Business and Economics, The University of Winnipeg, Office 3BC07, 515 Portage Ave, Winnipeg, MB R3B 2E9, Canada ' Department of Management, College of Business Administration, University of Sharjah, Sharjah, 27272, United Arab Emirates

Abstract: The paper examines the relationships between sales managers and sales ethical behaviour in the context of emerging market. We focus on a rapidly emerging country, UAE, whose economic environment is similar to that of the most western nations. Data were collected from 515 sales managers in the UAE. Using structural equation modelling (SEM) approach, the results provide support for the proposed hypotheses. In emerging countries context, organisations are more likely to employ behaviour base-management, communication and information sharing, and organisational culture for achieving the level of ethical behaviour. However, relatively less emphasis is placed on linking out-come base management and job insecurity to the level of ethical behaviour. UAE organisations need to integrate out-come-base management and job insecurity into their business ethic strategies. It is concluded that organisations in UAE though have some degree of involvement in staff ethical standards, but still face some challenges. Managerial implications and future research directions are discussed.

Keywords: ethics; behaviour; sales managers; communication; culture.

DOI: 10.1504/IJBEM.2019.097476

International Journal of Business and Emerging Markets, 2019 Vol.11 No.1, pp.1 - 26

Received: 30 Nov 2017
Accepted: 09 Jul 2018

Published online: 23 Jan 2019 *

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