The concept of perceived quota difficulty and its relevance to ethical decision making and sales performance

Lamichhane, Ashmita (2021) The concept of perceived quota difficulty and its relevance to ethical decision making and sales performance. Masters thesis, Memorial University of Newfoundland.

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Abstract

This conceptual paper uses self-efficacy theory and draws upon the concept of task difficulty to define the construct of perceived quota difficulty and its relevance to ethical decision making and sales performance in the domain of sales. It is proposed that moral judgment, a precursor to ethical behavior positively impacts sales performance. Two dimension of salesperson performance – outcome and behavior performance are discussed and impact on each is highlighted. It is further proposed that a salesperson’s perceived quota difficulty plays a moderating role in the relationship between moral judgment and salesperson performance. A pilot study was conducted with 46 salespeople working in various companies located in Newfoundland and Labrador province of Canada. The measures were found to be reliable and the use of the measures for future empirical work is recommended. The implication of the proposed relationships to sales managers and organizations are presented. Limitations, future direction, and conclusion have been outlined.

Item Type: Thesis (Masters)
URI: http://research.library.mun.ca/id/eprint/15227
Item ID: 15227
Additional Information: Includes bibliographical references (pages 49-69).
Keywords: sales ethics, perceived quota difficulty, sales performance, self-efficacy, ethical decision making
Department(s): Business Administration, Faculty of
Date: October 2021
Date Type: Submission
Digital Object Identifier (DOI): https://doi.org/10.48336/XC6C-SC74
Library of Congress Subject Heading: Self-efficacy--Newfoundland and Labrador; Decision making--Moral and ethical aspects--Newfoundland and Labrador; Professional ethics--Newfoundland and Labrador; Sales quotas--Newfoundland and Labrador; Judgment (Ethics)--Newfoundland and Labrador.

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