Unethical Behavior—What Influences Salesperson to Do So? The Case of Malaysia
This paper contributes to existing research on ethical behavior by identifying the factors that leads to the intention to commit the unethical behavior. The study used a questionnaire method that was sent to 1,200 insurance agents across peninsular Malaysia, 300 copies were returned of which only 246 were useful. Results of the study exhibited that there is a significant relationship between attitudes, perceived behavioral control, and subjective norm among insurance agents on the intention to commit unethical behavior. Attitude and moral obligation provide a positive relationship, while perceived behavioral control and norm provide a negative relationship. It also reflected that agents committing the unethical behavior are being influence by attitudes, moral obligation then perceived behavioral control and subjective norm. The study also reflected that ethics among insurance agents in Malaysia are low due to the fact that there is no documented evidence of any form of severe punishment meted out for unethical behavioral intention. While the results in this study are by no means conclusive, it is felt that this study has contributed to the research done in identifying unethical behavioral intention of insurance agents in Malaysia.
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Document Type: Research Article
Publication date: April 1, 2015
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