Analysis of Relationship between Ethical Work Climates with Salesperson Performance

Salespersons are junction between costumers and organization. By creating ethical work climate, managers can create positive outputs to employee, costumers and especially organization. The purpose of current study was analyzing the relationship between ethical work climate and sales person performance, taking into account the mediating role of organizational commitment and job stress.
The study is descriptive-correlation research. Population of study includes all Salespersons in Mazandaran clothing stores. Samples were 411subjects which have been selected through cluster sampling technique. Data were collected by standardized questionnaires which as fallow: ethical work climate, job stress, organizational commitment and salesperson performance. Data analysis has been done by SEM and AMOS 22 and SPSS 19 software.
Findings show that there is a significant positive relationship between ethical work climate and organizational commitment. There has been a significant positive relationship between organizational commitment and salespersons performance. Also findings have shown that, there is a significant positive relationship between ethical work climate and organizational commitment. Finally negative relationship between ethical work climate and job stress and between job stress and salespersons performance have been the other important findings.
Creating an ethical work climate will increase organizational commitment and reduce job stress, and then will improve salespersons performance.