A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure

Zheng Jiahuan; Zeng Zhi; Jiang Xiaohan

doi:doi:10.11648/j.hss.20231102.14

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A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure

Zheng Jiahuan, Zeng Zhi, Jiang Xiaohan

Published in Humanities and Social Sciences (Volume 11, Issue 2)

Received: 16 March 2023 Accepted: 23 April 2023 Published: 27 April 2023

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Abstract

Objective: To explore the causes of unethical pro-organizational behavior (UPB) of sales staff and the influence mechanism of personality traits on UPB. Methods: The questionnaire method was used to obtain the sample data. The personality traits scale, performance pressure scale and UPB scale were adapted and questionnaires were designed based on the previous mature scales. The questionnaires were distributed to the sales staff by random sampling and a total of 600 valid questionnaires were obtained in the end. And the data were analyzed with descriptive statistics, correlation analysis, regression analysis and mediated effects analysis using SPSS 26.0. Results: The mean value of personality traits of the sales staff was 3.683 with a standard deviation of 0.503; the mean value of performance pressure was 3.367 with a standard deviation of 0.475; and the mean value of UPB was 3.658 with a standard deviation of 0.523. Personality traits of sales staff had significant positive effects on performance pressure and UPB (P<0.05). Performance pressure had a significant positive effect on UPB (P<0.05). Performance pressure partially mediated the relationship between personality traits and UPB. Conclusions: The adoption of UPB by sales staff is not only directly influenced by personality traits, but also indirectly influenced by performance pressure. Therefore, organizations should guide employees to form positive personality traits, and give them more support and care to alleviate the negative emotions caused by performance pressure, so as to avoid the occurrence of bad behavior.

Published in	Humanities and Social Sciences (Volume 11, Issue 2)
DOI	10.11648/j.hss.20231102.14
Page(s)	62-69
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), 2023. Published by Science Publishing Group

Keywords

Sales Staff, Unethical Pro-organizational Behavior, Personality Traits, Performance Pressure

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APA Style

Zheng Jiahuan, Zeng Zhi, Jiang Xiaohan. (2023). A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure. Humanities and Social Sciences, 11(2), 62-69. https://doi.org/10.11648/j.hss.20231102.14

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ACS Style

Zheng Jiahuan; Zeng Zhi; Jiang Xiaohan. A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure. Humanit. Soc. Sci. 2023, 11(2), 62-69. doi: 10.11648/j.hss.20231102.14

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AMA Style

Zheng Jiahuan, Zeng Zhi, Jiang Xiaohan. A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure. Humanit Soc Sci. 2023;11(2):62-69. doi: 10.11648/j.hss.20231102.14

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@article{10.11648/j.hss.20231102.14,
  author = {Zheng Jiahuan and Zeng Zhi and Jiang Xiaohan},
  title = {A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure},
  journal = {Humanities and Social Sciences},
  volume = {11},
  number = {2},
  pages = {62-69},
  doi = {10.11648/j.hss.20231102.14},
  url = {https://doi.org/10.11648/j.hss.20231102.14},
  eprint = {https://article.sciencepublishinggroup.com/pdf/10.11648.j.hss.20231102.14},
  abstract = {Objective: To explore the causes of unethical pro-organizational behavior (UPB) of sales staff and the influence mechanism of personality traits on UPB. Methods: The questionnaire method was used to obtain the sample data. The personality traits scale, performance pressure scale and UPB scale were adapted and questionnaires were designed based on the previous mature scales. The questionnaires were distributed to the sales staff by random sampling and a total of 600 valid questionnaires were obtained in the end. And the data were analyzed with descriptive statistics, correlation analysis, regression analysis and mediated effects analysis using SPSS 26.0. Results: The mean value of personality traits of the sales staff was 3.683 with a standard deviation of 0.503; the mean value of performance pressure was 3.367 with a standard deviation of 0.475; and the mean value of UPB was 3.658 with a standard deviation of 0.523. Personality traits of sales staff had significant positive effects on performance pressure and UPB (PConclusions: The adoption of UPB by sales staff is not only directly influenced by personality traits, but also indirectly influenced by performance pressure. Therefore, organizations should guide employees to form positive personality traits, and give them more support and care to alleviate the negative emotions caused by performance pressure, so as to avoid the occurrence of bad behavior.},
 year = {2023}
}

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TY  - JOUR
T1  - A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure
AU  - Zheng Jiahuan
AU  - Zeng Zhi
AU  - Jiang Xiaohan
Y1  - 2023/04/27
PY  - 2023
N1  - https://doi.org/10.11648/j.hss.20231102.14
DO  - 10.11648/j.hss.20231102.14
T2  - Humanities and Social Sciences
JF  - Humanities and Social Sciences
JO  - Humanities and Social Sciences
SP  - 62
EP  - 69
PB  - Science Publishing Group
SN  - 2330-8184
UR  - https://doi.org/10.11648/j.hss.20231102.14
AB  - Objective: To explore the causes of unethical pro-organizational behavior (UPB) of sales staff and the influence mechanism of personality traits on UPB. Methods: The questionnaire method was used to obtain the sample data. The personality traits scale, performance pressure scale and UPB scale were adapted and questionnaires were designed based on the previous mature scales. The questionnaires were distributed to the sales staff by random sampling and a total of 600 valid questionnaires were obtained in the end. And the data were analyzed with descriptive statistics, correlation analysis, regression analysis and mediated effects analysis using SPSS 26.0. Results: The mean value of personality traits of the sales staff was 3.683 with a standard deviation of 0.503; the mean value of performance pressure was 3.367 with a standard deviation of 0.475; and the mean value of UPB was 3.658 with a standard deviation of 0.523. Personality traits of sales staff had significant positive effects on performance pressure and UPB (PConclusions: The adoption of UPB by sales staff is not only directly influenced by personality traits, but also indirectly influenced by performance pressure. Therefore, organizations should guide employees to form positive personality traits, and give them more support and care to alleviate the negative emotions caused by performance pressure, so as to avoid the occurrence of bad behavior.
VL  - 11
IS  - 2
ER  -

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Author Information

Zheng Jiahuan

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

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APA Style

Zheng Jiahuan, Zeng Zhi, Jiang Xiaohan. (2023). A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure. Humanities and Social Sciences, 11(2), 62-69. https://doi.org/10.11648/j.hss.20231102.14

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ACS Style

Zheng Jiahuan; Zeng Zhi; Jiang Xiaohan. A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure. Humanit. Soc. Sci. 2023, 11(2), 62-69. doi: 10.11648/j.hss.20231102.14

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AMA Style

Zheng Jiahuan, Zeng Zhi, Jiang Xiaohan. A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure. Humanit Soc Sci. 2023;11(2):62-69. doi: 10.11648/j.hss.20231102.14

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@article{10.11648/j.hss.20231102.14,
  author = {Zheng Jiahuan and Zeng Zhi and Jiang Xiaohan},
  title = {A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure},
  journal = {Humanities and Social Sciences},
  volume = {11},
  number = {2},
  pages = {62-69},
  doi = {10.11648/j.hss.20231102.14},
  url = {https://doi.org/10.11648/j.hss.20231102.14},
  eprint = {https://article.sciencepublishinggroup.com/pdf/10.11648.j.hss.20231102.14},
  abstract = {Objective: To explore the causes of unethical pro-organizational behavior (UPB) of sales staff and the influence mechanism of personality traits on UPB. Methods: The questionnaire method was used to obtain the sample data. The personality traits scale, performance pressure scale and UPB scale were adapted and questionnaires were designed based on the previous mature scales. The questionnaires were distributed to the sales staff by random sampling and a total of 600 valid questionnaires were obtained in the end. And the data were analyzed with descriptive statistics, correlation analysis, regression analysis and mediated effects analysis using SPSS 26.0. Results: The mean value of personality traits of the sales staff was 3.683 with a standard deviation of 0.503; the mean value of performance pressure was 3.367 with a standard deviation of 0.475; and the mean value of UPB was 3.658 with a standard deviation of 0.523. Personality traits of sales staff had significant positive effects on performance pressure and UPB (PConclusions: The adoption of UPB by sales staff is not only directly influenced by personality traits, but also indirectly influenced by performance pressure. Therefore, organizations should guide employees to form positive personality traits, and give them more support and care to alleviate the negative emotions caused by performance pressure, so as to avoid the occurrence of bad behavior.},
 year = {2023}
}

Copy | Download

TY  - JOUR
T1  - A Study on the Relationship Between Personality Traits and Unethical Pro-organizational Behaviors of Sales Staff: The Mediation of Performance Pressure
AU  - Zheng Jiahuan
AU  - Zeng Zhi
AU  - Jiang Xiaohan
Y1  - 2023/04/27
PY  - 2023
N1  - https://doi.org/10.11648/j.hss.20231102.14
DO  - 10.11648/j.hss.20231102.14
T2  - Humanities and Social Sciences
JF  - Humanities and Social Sciences
JO  - Humanities and Social Sciences
SP  - 62
EP  - 69
PB  - Science Publishing Group
SN  - 2330-8184
UR  - https://doi.org/10.11648/j.hss.20231102.14
AB  - Objective: To explore the causes of unethical pro-organizational behavior (UPB) of sales staff and the influence mechanism of personality traits on UPB. Methods: The questionnaire method was used to obtain the sample data. The personality traits scale, performance pressure scale and UPB scale were adapted and questionnaires were designed based on the previous mature scales. The questionnaires were distributed to the sales staff by random sampling and a total of 600 valid questionnaires were obtained in the end. And the data were analyzed with descriptive statistics, correlation analysis, regression analysis and mediated effects analysis using SPSS 26.0. Results: The mean value of personality traits of the sales staff was 3.683 with a standard deviation of 0.503; the mean value of performance pressure was 3.367 with a standard deviation of 0.475; and the mean value of UPB was 3.658 with a standard deviation of 0.523. Personality traits of sales staff had significant positive effects on performance pressure and UPB (PConclusions: The adoption of UPB by sales staff is not only directly influenced by personality traits, but also indirectly influenced by performance pressure. Therefore, organizations should guide employees to form positive personality traits, and give them more support and care to alleviate the negative emotions caused by performance pressure, so as to avoid the occurrence of bad behavior.
VL  - 11
IS  - 2
ER  -

Copy | Download