How complexity impacts salesperson counterproductive behavior: The mediating role of moral disengagement

We explore the mediating role of moral disengagement in counterproductive behavior by professional sellers. Moral disengagement is a cognitive state in which moral standards are deactivated from one's actions. We theorize that the effect of job-related complexity on salesperson counterproductive behavior is better explained when this relationship is mediated by salesperson moral disengagement. Our empirical findings support the explanation that complexity influences salesperson's moral disengagement. In turn, this influences counterproductive salesperson behavior. Ethical role modeling is found to play a strong mitigating role. Overall, our results indicate how counterproductive salesperson behavior develops, why salespeople engage in such behavior, and how sales managers can project themselves as ethical mentors to lessen unfavorable behaviors by salespeople.