The Antecedents and Consequences of Salespeople Ethics Behavior - A Study of life Insurance

• Main Authors: Zchon-Hau Sui, 許朕豪
• Other Authors: Chia-Mei Shih
• Format: Others
• Language: zh-TW
• Published: 2011
• Online Access: http://ndltd.ncl.edu.tw/handle/64048752688275006086

碩士 === 崑山科技大學 === 企業管理研究所 === 99 === In recent years, with the highly competitive insurance market, when sales staff to sell insurance products, there are deceptive, misleading, exaggerated false or forged documents, which are not ethical behavior, such as artist Zhi-chieng Dong’s insurance sales forgery, the policy by the 3 into 14 insurance policy, even use of policy and forged signatures to apply for the insurance policy loans. And insurance industry with the way of a large number of sales to competition in the market, lead to sales over to focus on the pursuit of profit, causing the unethics of situation is day by day serious. In this study, we explored the Antecedents and Consequences of salespeople ethical behavior. The antecedents included organizational factors (authoritarianism leadership, moral leadership, competitive psychological climate, behavior control, ethics training) and individual factor (trait competitiveness, money ethics). The consequences variables included job performance and job satisfaction. The survey data were collected from 309 salespeople from insurance. The path analysis results showed that (1) authoritarianism leadership has negative effect on ethical behavior, moral leadership has positive effect on ethical behavior; (2) competitive psychological climate has negative effect on ethical behavior, ethics training has positive effect on ethical behavior; (3) ethical behavior has positive effect on job performance and job satisfaction. Finally, recommendations for Insurance and suggestions for future research are offered.