The impact of sales quotas on moral judgment in the financial services industry

Abstract

Because salespeople operating under an outcome‐based control system are likely to be motivated by self‐interest, sales quotas are believed to drive salespeople to perform unethical behavior, particularly if this behavior is deemed necessary to achieve quota. Accordingly, this article examines the relationship between perceived quota difficulty and moral judgment. Two factors potentially moderating this relationship, ethical climate and consequences for not making quota, are also considered, as well as the influence of market attractiveness and self‐efficacy on quota difficulty. The analysis indicates a significant relationship between quota difficulty and moral judgment when salespeople foresee negative consequences for failing to achieve quota. Further, self‐efficacy and market attractiveness affected perceived quota difficulty. Implications of the study are offered.

Citation

Schwepker, C.H. and Good, D.J. (1999), "The impact of sales quotas on moral judgment in the financial services industry", Journal of Services Marketing, Vol. 13 No. 1, pp. 38-58. https://doi.org/10.1108/08876049910256096