Le comportement non-éthique des vendeurs durant un concours de vente : L’effet médiateur du climat éthique perçu du concours

Abstract

L’objet de cet article est d’approfondir les travaux de Murphy (2004) des conséquences des concours de vente en montrant qu’il existe une relation entre les variables psychographiques (esprit de compétition et ambition des commerciaux), le climat éthique perçu du concours et les comportements non-éthiques observés pendant celui-ci. Les données ont été collectées par un questionnaire adressé à des conseillers commerciaux vendant des produits financiers dans quatre banques françaises. 747 questionnaires complets ont été collectés et les données ont été analysées par l’approche PLS (Partial Least Square). Les résultats montrent que les concours de vente peuvent créer un climat éthique spécifique qui est médiateur de la relation entre l’esprit de compétition, l’ambition des commerciaux et leur comportement non-éthique durant le concours.

Keywords

ambition climat éthique perçu du concours comportement non-éthique concours de vente esprit de compétition jeu secteur bancaire

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