Reducing salesperson job stress and unethical intent: The influence of leader-member exchange relationship, socialization and ethical ambiguity

Purpose: The purpose of this paper is to better understand the role of LMX relationship in the business-to business ethical decision making process. Drawing on leadership and ethical decision making theory, this paper develops and tests a model that examines the relationships among LMX, work-group socialization, ethical ambiguity, job stress and unethical intention in the salesforce. Design/methodology/approach: The sample includes 408 business-to-business salespeople. Structural equation modeling is used to test the study's hypotheses. Findings: Findings suggest that LMX relationship quality directly affects ethical ambiguity, work-group socialization and unethical intent. Work-group socialization is related to ethical ambiguity, which affects job stress. Job stress is positively related to unethical intent. Research implications: Empirical tests support six of eight hypotheses and suggest managerial implications and directions for future research. Originality/value: This paper develops and tests a model that examines the relationships among constructs not previously examined, as they relate to LMX and ethical decision making.