Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity

Zeng Zhi; Jiang Xiaohan; Ren Zelongjiang; Zheng Jiahuan

doi:doi:10.11648/j.pbs.20231202.11

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Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity

Zeng Zhi, Jiang Xiaohan, Ren Zelongjiang, Zheng Jiahuan

Published in Psychology and Behavioral Sciences (Volume 12, Issue 2)

Received: 16 March 2023 Accepted: 24 April 2023 Published: 27 April 2023

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Abstract

Background: In recent years, an increasing number of corporate unethical incidents have come to light, which has led people from various industries to seriously consider and examine the ethical responsibilities that companies should take. Based on emotional cognitive appraisal theory and self-control resource theory, this study explores the linkage between professional identity, sales staff unethical pro-organizational behavior, and sales staff performance pressure. Objective: The purpose of this study is to investigate the mechanisms underlying the influence of sales staff performance pressure mediated by professional identity on sales staff unethical pro-organizational behavior, to assist companies in effectively identifying employee unethical pro-organizational behavior, and suggest targeted strategies to inhibit unethical pro-organizational behavior so as to ensure the long-term and sustainable development of companies. Methods: A questionnaire survey on performance pressure, professional identity, and unethical pro-organizational behavior was conducted with sales staff and internship college students. A total of 266 questionnaires were collected, with 219 valid questionnaires. The relationship between the three variables was explored through analysis of variance, correlation analysis, regression analysis, and mediation effect analysis. Conclusion: performance pressure positively influences sales staff's unethical pro-organizational behavior and has a significant predictive effect on it; performance pressure can indirectly influence sales staff's unethical pro-organizational behavior by affecting professional identity, and professional identity plays a fully mediating role between these variables.

Published in	Psychology and Behavioral Sciences (Volume 12, Issue 2)
DOI	10.11648/j.pbs.20231202.11
Page(s)	31-38
Creative Commons	This is an Open Access article, distributed under the terms of the Creative Commons Attribution 4.0 International License (http://creativecommons.org/licenses/by/4.0/), which permits unrestricted use, distribution and reproduction in any medium or format, provided the original work is properly cited.
Copyright	Copyright © The Author(s), 2024. Published by Science Publishing Group

Keywords

Performance Pressure, Professional Identity, Unethical Pro-Organizational Behavior, Sales Staff

References

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APA Style

Zeng Zhi, Jiang Xiaohan, Ren Zelongjiang, Zheng Jiahuan. (2023). Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity. Psychology and Behavioral Sciences, 12(2), 31-38. https://doi.org/10.11648/j.pbs.20231202.11

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ACS Style

Zeng Zhi; Jiang Xiaohan; Ren Zelongjiang; Zheng Jiahuan. Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity. Psychol. Behav. Sci. 2023, 12(2), 31-38. doi: 10.11648/j.pbs.20231202.11

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AMA Style

Zeng Zhi, Jiang Xiaohan, Ren Zelongjiang, Zheng Jiahuan. Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity. Psychol Behav Sci. 2023;12(2):31-38. doi: 10.11648/j.pbs.20231202.11

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@article{10.11648/j.pbs.20231202.11,
  author = {Zeng Zhi and Jiang Xiaohan and Ren Zelongjiang and Zheng Jiahuan},
  title = {Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity},
  journal = {Psychology and Behavioral Sciences},
  volume = {12},
  number = {2},
  pages = {31-38},
  doi = {10.11648/j.pbs.20231202.11},
  url = {https://doi.org/10.11648/j.pbs.20231202.11},
  eprint = {https://article.sciencepublishinggroup.com/pdf/10.11648.j.pbs.20231202.11},
  abstract = {Background: In recent years, an increasing number of corporate unethical incidents have come to light, which has led people from various industries to seriously consider and examine the ethical responsibilities that companies should take. Based on emotional cognitive appraisal theory and self-control resource theory, this study explores the linkage between professional identity, sales staff unethical pro-organizational behavior, and sales staff performance pressure. Objective: The purpose of this study is to investigate the mechanisms underlying the influence of sales staff performance pressure mediated by professional identity on sales staff unethical pro-organizational behavior, to assist companies in effectively identifying employee unethical pro-organizational behavior, and suggest targeted strategies to inhibit unethical pro-organizational behavior so as to ensure the long-term and sustainable development of companies. Methods: A questionnaire survey on performance pressure, professional identity, and unethical pro-organizational behavior was conducted with sales staff and internship college students. A total of 266 questionnaires were collected, with 219 valid questionnaires. The relationship between the three variables was explored through analysis of variance, correlation analysis, regression analysis, and mediation effect analysis. Conclusion: performance pressure positively influences sales staff's unethical pro-organizational behavior and has a significant predictive effect on it; performance pressure can indirectly influence sales staff's unethical pro-organizational behavior by affecting professional identity, and professional identity plays a fully mediating role between these variables.},
 year = {2023}
}

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TY  - JOUR
T1  - Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity
AU  - Zeng Zhi
AU  - Jiang Xiaohan
AU  - Ren Zelongjiang
AU  - Zheng Jiahuan
Y1  - 2023/04/27
PY  - 2023
N1  - https://doi.org/10.11648/j.pbs.20231202.11
DO  - 10.11648/j.pbs.20231202.11
T2  - Psychology and Behavioral Sciences
JF  - Psychology and Behavioral Sciences
JO  - Psychology and Behavioral Sciences
SP  - 31
EP  - 38
PB  - Science Publishing Group
SN  - 2328-7845
UR  - https://doi.org/10.11648/j.pbs.20231202.11
AB  - Background: In recent years, an increasing number of corporate unethical incidents have come to light, which has led people from various industries to seriously consider and examine the ethical responsibilities that companies should take. Based on emotional cognitive appraisal theory and self-control resource theory, this study explores the linkage between professional identity, sales staff unethical pro-organizational behavior, and sales staff performance pressure. Objective: The purpose of this study is to investigate the mechanisms underlying the influence of sales staff performance pressure mediated by professional identity on sales staff unethical pro-organizational behavior, to assist companies in effectively identifying employee unethical pro-organizational behavior, and suggest targeted strategies to inhibit unethical pro-organizational behavior so as to ensure the long-term and sustainable development of companies. Methods: A questionnaire survey on performance pressure, professional identity, and unethical pro-organizational behavior was conducted with sales staff and internship college students. A total of 266 questionnaires were collected, with 219 valid questionnaires. The relationship between the three variables was explored through analysis of variance, correlation analysis, regression analysis, and mediation effect analysis. Conclusion: performance pressure positively influences sales staff's unethical pro-organizational behavior and has a significant predictive effect on it; performance pressure can indirectly influence sales staff's unethical pro-organizational behavior by affecting professional identity, and professional identity plays a fully mediating role between these variables.
VL  - 12
IS  - 2
ER  -

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Author Information

Zeng Zhi

School of Health and Economics Management, Nanjing University of Chinese Medicine, Nanjing, China
Jiang Xiaohan

School of Health and Economics Management, Nanjing University of Chinese Medicine, Nanjing, China
Ren Zelongjiang

School of Health and Economics Management, Nanjing University of Chinese Medicine, Nanjing, China
Zheng Jiahuan

School of Health and Economics Management, Nanjing University of Chinese Medicine, Nanjing, China

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APA Style

Zeng Zhi, Jiang Xiaohan, Ren Zelongjiang, Zheng Jiahuan. (2023). Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity. Psychology and Behavioral Sciences, 12(2), 31-38. https://doi.org/10.11648/j.pbs.20231202.11

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ACS Style

Zeng Zhi; Jiang Xiaohan; Ren Zelongjiang; Zheng Jiahuan. Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity. Psychol. Behav. Sci. 2023, 12(2), 31-38. doi: 10.11648/j.pbs.20231202.11

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AMA Style

Zeng Zhi, Jiang Xiaohan, Ren Zelongjiang, Zheng Jiahuan. Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity. Psychol Behav Sci. 2023;12(2):31-38. doi: 10.11648/j.pbs.20231202.11

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@article{10.11648/j.pbs.20231202.11,
  author = {Zeng Zhi and Jiang Xiaohan and Ren Zelongjiang and Zheng Jiahuan},
  title = {Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity},
  journal = {Psychology and Behavioral Sciences},
  volume = {12},
  number = {2},
  pages = {31-38},
  doi = {10.11648/j.pbs.20231202.11},
  url = {https://doi.org/10.11648/j.pbs.20231202.11},
  eprint = {https://article.sciencepublishinggroup.com/pdf/10.11648.j.pbs.20231202.11},
  abstract = {Background: In recent years, an increasing number of corporate unethical incidents have come to light, which has led people from various industries to seriously consider and examine the ethical responsibilities that companies should take. Based on emotional cognitive appraisal theory and self-control resource theory, this study explores the linkage between professional identity, sales staff unethical pro-organizational behavior, and sales staff performance pressure. Objective: The purpose of this study is to investigate the mechanisms underlying the influence of sales staff performance pressure mediated by professional identity on sales staff unethical pro-organizational behavior, to assist companies in effectively identifying employee unethical pro-organizational behavior, and suggest targeted strategies to inhibit unethical pro-organizational behavior so as to ensure the long-term and sustainable development of companies. Methods: A questionnaire survey on performance pressure, professional identity, and unethical pro-organizational behavior was conducted with sales staff and internship college students. A total of 266 questionnaires were collected, with 219 valid questionnaires. The relationship between the three variables was explored through analysis of variance, correlation analysis, regression analysis, and mediation effect analysis. Conclusion: performance pressure positively influences sales staff's unethical pro-organizational behavior and has a significant predictive effect on it; performance pressure can indirectly influence sales staff's unethical pro-organizational behavior by affecting professional identity, and professional identity plays a fully mediating role between these variables.},
 year = {2023}
}

Copy | Download

TY  - JOUR
T1  - Empirical Study on the Relationship Between Performance Pressure and Unethical Pro-organizational Behavior of Sales Staff -- The Mediating of Professional Identity
AU  - Zeng Zhi
AU  - Jiang Xiaohan
AU  - Ren Zelongjiang
AU  - Zheng Jiahuan
Y1  - 2023/04/27
PY  - 2023
N1  - https://doi.org/10.11648/j.pbs.20231202.11
DO  - 10.11648/j.pbs.20231202.11
T2  - Psychology and Behavioral Sciences
JF  - Psychology and Behavioral Sciences
JO  - Psychology and Behavioral Sciences
SP  - 31
EP  - 38
PB  - Science Publishing Group
SN  - 2328-7845
UR  - https://doi.org/10.11648/j.pbs.20231202.11
AB  - Background: In recent years, an increasing number of corporate unethical incidents have come to light, which has led people from various industries to seriously consider and examine the ethical responsibilities that companies should take. Based on emotional cognitive appraisal theory and self-control resource theory, this study explores the linkage between professional identity, sales staff unethical pro-organizational behavior, and sales staff performance pressure. Objective: The purpose of this study is to investigate the mechanisms underlying the influence of sales staff performance pressure mediated by professional identity on sales staff unethical pro-organizational behavior, to assist companies in effectively identifying employee unethical pro-organizational behavior, and suggest targeted strategies to inhibit unethical pro-organizational behavior so as to ensure the long-term and sustainable development of companies. Methods: A questionnaire survey on performance pressure, professional identity, and unethical pro-organizational behavior was conducted with sales staff and internship college students. A total of 266 questionnaires were collected, with 219 valid questionnaires. The relationship between the three variables was explored through analysis of variance, correlation analysis, regression analysis, and mediation effect analysis. Conclusion: performance pressure positively influences sales staff's unethical pro-organizational behavior and has a significant predictive effect on it; performance pressure can indirectly influence sales staff's unethical pro-organizational behavior by affecting professional identity, and professional identity plays a fully mediating role between these variables.
VL  - 12
IS  - 2
ER  -

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