期刊名称：Annals of Dunărea de Jos University. Fascicle I : Economics and Applied Informatics
印刷版ISSN：1584-0409
出版年度：2019
期号：1
页码：1-12
出版社：Dunarea de Jos University of Galati
摘要：Leadership sets the ethical code of conduct which acts as a guide for the employees in an
organisation. The sale force is the key driver of revenue for most of the organisations. Yet,
less empirical research till date has focused on establishing the relationship between the
ethical behaviour of the leaders and its relationship on the sales force performance. The
present research focuses on studying the relationship between the varying degrees of
ethical leadership and the sales force outcome mediated by the level of trust they have on
their leaders. A primary survey was conducted of 147 sales employees from different
sectors mostly from Maharashtra, India. The findings indicate that ethical leadership has a
considerable impact on sales performance of employees and there is a substantial increase
in sales outcomes when trust acts as a mediator between them.
关键词：Ethical leadership; Sales; trust;
performance; organization; sales
force
