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The impact of sales quotas on moral judgment in the financial services industry

Article Information:

Title:

The impact of sales quotas on moral judgment in the financial services industry

Author(s):

Charles H. Schwepker Jr, David J. Good

Journal:

Journal of Services Marketing

Year:

1999

Volume:

13

Issue:

1

Page:

38 - 58


ISSN:

0887-6045


DOI:

10.1108/08876049910256096

Publisher:

MCB UP Ltd

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Abstract:

Because salespeople operating under an outcome-based control system are likely to be motivated by self-interest, sales quotas are believed to drive salespeople to perform unethical behavior, particularly if this behavior is deemed necessary to achieve quota. Accordingly, this article examines the relationship between perceived quota difficulty and moral judgment. Two factors potentially moderating this relationship, ethical climate and consequences for not making quota, are also considered, as well as the influence of market attractiveness and self-efficacy on quota difficulty. The analysis indicates a significant relationship between quota difficulty and moral judgment when salespeople foresee negative consequences for failing to achieve quota. Further, self-efficacy and market attractiveness affected perceived quota difficulty. Implications of the study are offered.

Keywords:

Ethics, Financial services, Rewards, Sales management, Salesforce, Services marketing


Article Type:

Research paper


Article URL:

http://www.emeraldinsight.com/10.1108/08876049910256096

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