Association of Marketing Theory and Practice Proceedings 2011


Salesperson Counterproductive Work Behaviors

Document Type

Conference Proceeding

Conference Track

Sales Promotion/ Retailing

Publication Date



This study examines salespeople’s engagement in Counterproductive Work Behaviors (CWBs), which are volitional behaviors that harm or intend to harm organizations. Depth interviews were conducted with ten professionals who identified fifty six distinct CWBs, organized into thirteen categories. Compared to non salespeople, salespeople commit some different CWBs, and for different reasons. Sales managers were found to deal with CWBs very informally and lack best-practice ideas for incorporating CWBs into recruitment and performance assessment. Finally, compared to the extra-role nature of OCBs, CWBs were found to occur among salespeople primarily as in-role behaviors.

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Digital Commons@Georgia Southern License

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