The purpose of this research is to examine the notion of salesperson moral identity as a prosocial individual trait and its associated effects on customer and coworker relationships. In addition, this study examines the underlying processes in which these effects occur as well as the moderating role of internal competitive climate. Our empirical investigation of business-to-business (B2B) sales professionals reveals that moral identity has both direct and indirect effects on a salesperson’s customer- and team-directed outcomes. Specifically, our results demonstrate that (...) salesperson moral identity positively affects both salesperson-customer identification and organizational identification, which, in turn, impact customer service provision and teamwork. Our findings also indicate that internal competitive climate exacerbates the positive effects of salesperson moral identity on customer service provision and teamwork. (shrink)

ABSTRACT To date, over forty-seven studies have examined the antecedents and outcomes of Moral Disengagement mechanisms used to rationalize unethical behavior. However, none have examined its relationship with mindful awareness, either as a trait or set of everyday applications. Our study demonstrates that trait mindfulness is negatively correlated with all MD mechanisms. The tendency to apply decentering and relaxation is positively correlated with all MD mechanisms while stopping and reappraisal trend toward positive relationships and savoring shows no correlation. We discuss (...) potential reasons for these disparate relationships and implications for mindfulness-based interventions in the workplace. (shrink)

Many activities in organizations benefit from informal networks, in which individuals help each other without an obligation to do so. Helping can take time and effort and expert helpers may find themselves in high demand not being able to help every requester. In this research, we examine the impact of prior help in the decision to help the same person again versus help someone new. We propose that feelings of partnership created by an initial act of help encourage helpers to (...) stick to the same person, but a sense of fairness pushes helpers toward those who have not received help before. Thus, oftentimes people prefer to help someone with whom they have a weaker bond. Furthermore, we argue that repeated helping strengthens the feeling of partnership and increases preference for helping the same person over another. In contrast, knowing that the helped party has similar relationships with other helpers dampen this feeling and reduces future help. Helpers consider not only the help they have given, but more broadly the help that was received by all the parties involved. We also distinguish two aspects of fairness: even/equal distribution of help and helping who is in greater need. (shrink)