营销渠道中销售人员的亲组织非伦理行为:概念模型与研究命题  

Salesperson Unethical Pro-organizational Behavior in Marketing Channel:A Conceptual Model and Propositions

作　　者：张闯 刘孟潇 邹佳佳 ZHANG Chuang;LIU Mengxiao;ZOU Jiajia(Dalian University of Technology,Dalian 116024;Dongbei University of Finance and Economics,Dalian 116025)

机构地区：[1]大连理工大学,辽宁大连116024 [2]东北财经大学,辽宁大连116025

出　　处：《财贸研究》2023年第7期97-109,共13页Finance and Trade Research

基　　金：国家社会科学基金重大项目“双循环新格局下现代流通体系创新及高质量发展路径研究”(21&ZD120);国家社会科学基金重大项目“新时代流通服务业高质量发展的路径选择与政策体系构建”(18ZDA058);国家自然科学基金项目“营销渠道中的企业揭发行为:概念化、驱动因素及其作用机制与结果”(72172026)。

摘　　要：以组织行为领域中亲组织非伦理行为研究文献为基础,将亲组织非伦理行为的概念拓展至营销渠道组织间关系情境,并将其定义为渠道边界人员实施的旨在提升组织功能有效性但有损渠道伙伴利益的行为。在此基础上,基于Hunt et al.(1986)提出的个体伦理决策模型,建立了一个关于销售人员亲组织非伦理行为的概念模型,探讨了销售人员亲组织非伦理行为的影响因素(义务论和目的论评价因素)和作用结果(制造商渠道经济绩效和关系绩效),并提出了若干研究命题。Based on the research literature of unethical pro-organizational behavior in the area of organizational behavior,this study extends the concept of unethical pro-organizational behavior to the context of marketing channel,and defines it as unethical behaviors that are intended to promote the effective functioning of the organizations and harm the interests of channel partners.Based on the individual ethical decision-making model proposed by Hunt et al.(1986),the study establishes a conceptual model of unethical pro-organizational behavior of salesperson,explores influencing factors(deontological and teleological evaluation factors)and results(manufacturer channel economic performance and relationship performance)of salesperson unethical pro-organizational behavior,and puts forward some propositions to inspire subsequent empirical research.

关 键 词：亲组织非伦理行为 营销渠道 销售人员 渠道绩效 

分 类 号：F274[经济管理—企业管理]