RT Article
T1 Workplace Spirituality as a Precursor to Relationship-Oriented Selling Characteristics
JF Journal of business ethics
VO 115
IS 1
SP 63
OP 73
A1 Chawla, Vaibhav
A1 Guda, Sridhar
A2 Guda, Sridhar
LA English
YR 2013
UL https://ixtheo.de/Record/1785647857
AB Very few studies have looked upon the construct of workplace spirituality in sales organization context. This paper integrates workplace spirituality with sales literature. The paper points out that self-interest transcendence is a common aspect in the workplace spirituality concept which emerged a decade ago and in most of the relationship-oriented selling characteristics—customer orientation, adaptability, service orientation, and ethical selling behavior. Based on the common aspect of self-interest transcendence, we propose that workplace spirituality could be a causal precursor to relationship-oriented selling characteristics. We present guidelines for future research, implications for practice and a few potential downsides of workplace spirituality in sales organization.
K1 Workplace Spirituality
K1 Service orientation
K1 Self-interest transcendence
K1 Ethical selling behavior
K1 Customer Orientation
K1 Adaptive selling
DO 10.1007/s10551-012-1370-y