Impact of Ethical Controls and Perceived Controllability on Job Performance Of Sales force

Abstract

This research aims is developing better understanding on the Impact of ethical controls and perceived controllability on job performance of salesforce. Data of 200 participants were incorporated from the employees belonging to sales companies within Pakistan. Purposive sampling technique employed based on cross-sectional design and four instruments, sales job performance (JP), Self-efficacy (SE), Internalization of code of ethics (ICE) and Organizational Controls (ethical environment) (EC) were studied among people from sales department. Results revealed that Findings of the study provided strong empirical support that Internalization of ethics codes has significant relationship with Organizational ethical controls, Perceived behavior control, Self-efficacy and Salesperson job performance. Internalization of ethical codes has significant impact on perceived behavior control. organizational ethical code has significant impact on perceived behavior control. Results shows that Perceived controllability moderates the impact of internalization of ethical controls on job motivational level of salesforce. Perceived controllability moderates the impact of ethical organizational culture on job motivational level of salesforce.